Conceptual Understanding of Sales Management, Importance of Sales Force Management in the Indian Context. Personal Selling Process- Prospecting, Pre Approach, Approach Presentation, Planning Sales Calls, Motivating a Sales Force and Sales Force Compensation, Sales Force Expenses and Transportation, Sales Meeting and Sales Contest, Sales Records and Reporting Systems Forecasting Sales and Developing Sales Budgets, Designing and Organizing Sales Territories. Sales Organisations, Relations with other Departments. Profiling and Recruiting Sales People- Distribution Management- The Vertical and Horizontal Marketing Systems. Wholesaler, Retailing and Retailer Marketing Decisions. Physical Distribution-Logistics & Participants in Physical Distribution Process.