Sales & Distribution Management crash course, Online MBA, Semester 4:
This subject covers how companies manage their sales teams and get products to customers, from the personal selling process, territory design and sales force…
- 11 video lessons
- 2h 45m
- Study notes
- 55 quiz questions
- Assignment
11 lessons in Sales & Distribution Management
Each lesson pairs one topic with a hand-picked video, trimmed to the part that teaches it.
About this subject
This subject covers how companies manage their sales teams and get products to customers, from the personal selling process, territory design and sales force compensation to channel structure, channel conflict, logistics, retail formats and rural and e-commerce channels. After it you will be able to design sales territories and quotas, plan compensation and evaluation for a sales force, and structure and manage distribution channels, including resolving channel conflict.
- 1
Personal Selling Process Steps
Module 1, Sales Management: Personal selling process
72 Process of Personal Selling | Prospecting | Preparation | Approach | Presentation | Closing |· Student Notes· 11 min
Study notes 5 quiz questionsWatch lesson - 2
Sales Organisation Structures
Module 1, Sales Management: Sales organisation
Types of Sales Organization Structure in Hindi | Different Types of Sales Organizations Explained· Management Mantra · 13 min
Study notes 5 quiz questionsWatch lesson - 3
Sales Territory Design and Sales Quotas
Module 1, Sales Management: Territory design, Sales quotas
SALES TERRITORY IN HINDI | Concept, Importance & Process | Sales Management | BBA/MBA | ppt· Sonu Singh - PPT wale· 12 min
Study notes 5 quiz questionsWatch lesson - 4
Sales Force Recruitment and Training
Module 2, Sales Force Management: Recruitment and training
Sales Force Management: Recruitment, Training, Quota & Territory | SDM Unit 2 | AKTU MBA Marketing· Knowledge Partner· 4 min
Study notes 5 quiz questionsWatch lesson - 5
Sales Force Compensation Plans
Module 2, Sales Force Management: Compensation plans
Lecture 28 : Sales Force Management: Compensation· NPTEL IIT Kharagpur· 36 min
Study notes 5 quiz questionsWatch lesson - 6
Salesperson Performance Evaluation
Module 2, Sales Force Management: Performance evaluation
Topic 21 - Sales Performance Evaluation· The Grumpy Professor· 25 min
Study notes 5 quiz questionsWatch lesson - 7
Distribution Channel Structure and Levels
Module 3, Distribution: Channel structure
Levels Of Marketing Channels | Marketing Channel - Types | Marketing Management | Meaning | Role· Accounting MasterClass· 27 min
Study notes 5 quiz questionsWatch lesson - 8
Channel Conflict: Types and Resolution
Module 3, Distribution: Channel conflict
Channel Conflict Management | Types of Channel of Conflict | Causes of Conflict with Example· Study Practically· 13 min
Study notes 5 quiz questionsWatch lesson - 9
Logistics and Retail Formats
Module 3, Distribution: Logistics, Retail formats
Logistics Management in 12 minutes· Leaders Talk - ThinkEduca· 12 min
Study notes 5 quiz questionsWatch lesson - 10
Rural Marketing in India
Module 4, Rural & Modern Trade: Rural marketing
RURAL MARKETING - Meaning, Definition, Concept, 4 A's, components, Features· Management Mantra · 9 min
Study notes 5 quiz questionsWatch lesson - 11
E-commerce and Quick Commerce Channels
Module 4, Rural & Modern Trade: E-commerce and quick commerce channels
Inside FMCG: General Trade vs Quick Commerce, D2C & Distribution #PostcardsFromFIIBAlumni· FIIB India· 3 min
Study notes 5 quiz questionsWatch lesson
Assignment
Sales & Distribution Plan for a Mid-Sized FMCG Brand
Less scrolling. More passing.
- Free
Hand-picked video lessons
11 short lessons, each with the best YouTube explanation we could find, trimmed to the part that matters.
- Free login
Study notes
11 lessons come with a summary, key points, key terms and takeaways for quick revision.
- Free login
Quizzes
55 questions across the course, with the right answer and why, the moment you pick.
- Free login
Assignments
1 subject assignments with clear tasks, so you practise what each subject actually asks of you.
- Free login
Notebook
Write notes beside the video, stamped with the exact time, and jump back to that moment later.
- Free login
Progress that follows you
Completed lessons, quiz scores and where you stopped, saved to your account on every device.
- Live chat pass
Live chat
A members-only live chat beside every lesson: doubts, tips, stickers and GIFs with your batch. One ₹19 pass opens every live chat.
The Online MBA live chat. Study together, live.
A live chat right beside the video, shared by everyone studying Online MBA. Ask a Sales & Distribution Management doubt mid-lesson, share a shortcut, celebrate a finished semester.
- Live chat beside every lesson
- One live chat for all of Online MBA
- Members-only stickers & GIFs
- One ₹19 pass opens every live chat
Online MBA live chat
Anyone else finding Sales & Distribution Management tricky? 😅
Lesson 2 cleared it up for me. Watch it before the quiz
Doing it now, thanks!
Starting Entrepreneurship Development tonight if anyone wants to go together
More from Online MBA Semester 4
All subjects- Sem 4
MGT4429
Entrepreneurship Development
This subject follows the entrepreneurial process from the decision to start a venture, through generating and testing business ideas, writing a business plan…
- 16 lessons
- 5h 45m
- Notes
- Quiz
- Sem 4E-Commerce
ECM4401
Social Media Analytics
This subject covers how businesses use social platforms like Twitter, Facebook, LinkedIn and Google+, and how to collect and analyse their data through APIs,…
- 23 lessons
- 5h 6m
- Notes
- Quiz
- Sem 4Finance
FIN4404
FinTech: Technology Innovation in Financial Services
This subject covers how fintech is unbundling the financial services value chain across payments, lending, capital raising, investment management and…
- 12 lessons
- 4h 18m
- Notes
- Quiz
- Sem 4Finance
FIN4405
Private Equity and Entrepreneurial Finance
This subject covers how the private equity industry works, from fund structures and partnership agreements to structuring buyout and growth deals, managing…
- 14 lessons
- 5h 20m
- Notes
- Quiz
- Sem 4HR
HRM4401
Compensation and Reward Management
This subject explains how organisations design and run compensation and reward systems, from wage theories and job evaluation to pay structures, incentives,…
- 18 lessons
- 4h 7m
- Notes
- Quiz
- Sem 4HR
HRM4406
Managerial Counselling
This subject covers the foundations, major schools and process of counselling as applied by managers at work, from transactional analysis and person-centred…
- 15 lessons
- 3h 25m
- Notes
- Quiz
Sales & Distribution Management: common questions
This subject covers how companies manage their sales teams and get products to customers, from the personal selling process, territory design and sales force compensation to channel structure, channel conflict, logistics, retail formats and rural and e-commerce channels. After it you will be able to design sales territories and quotas, plan compensation and evaluation for a sales force, and structure and manage distribution channels, including resolving channel conflict. It's the Sales & Distribution Management subject of Online MBA, Semester 4, in 11 lessons: Personal Selling Process Steps; Sales Organisation Structures; Sales Territory Design and Sales Quotas; Sales Force Recruitment and Training; Sales Force Compensation Plans; Salesperson Performance Evaluation; Distribution Channel Structure and Levels; Channel Conflict: Types and Resolution; Logistics and Retail Formats; Rural Marketing in India; E-commerce and Quick Commerce Channels.
Yes. Every video lesson is free to watch without an account. A free login unlocks study notes, quizzes, the assignment, a notebook and progress that syncs across devices.
About 2h 45m of video across 11 lessons, plus time for notes and quizzes. Go at your own pace; your place is saved.
Yes: “Sales & Distribution Plan for a Mid-Sized FMCG Brand”. It comes after the last lesson, with a brief, clear tasks and how the work is judged.
A members-only live chat beside the video, shared by everyone studying Online MBA, where learners ask doubts, share tips and react with stickers and GIFs. One ₹19 pass, paid once from your InsideEdge wallet, opens the live chat for every degree.
No. It's a crash course to help you understand and revise the subject quickly. Use it alongside your official study material and assignments.