Bachelor of Management Studies (B.M.S.) Sales and Distribution Management Syllabus - Mumbai University
This is the SY BMS syllabus under NEP 2020, in force from the academic year 2025-26, examined under form 2225161. The University still sets the earlier Choice Based papers alongside it — forms 2M00155 and 2M00156, whose documents are below — so check which scheme your exam form names before you revise.
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Syllabus for Sales and Distribution Management
Module I: Introduction
- Sales Management: Meaning, Role of Sales Department, Evolution of Sales Management, Interface of Sales with Other Management Functions.
- Qualities of a Sales Manager
- Sales Management: Meaning, Developments in Sales Management, Effectiveness to Efficiency, Multidisciplinary Approach, Internal Marketing, Increased Use of Internet, CRM, Professionalism in Selling
- Structure of Sales Organization – Functional, Product Based, Market Based, Territory Based, Combination or Hybrid Structure
- Distribution Management: Meaning, Importance, Role of Distribution, Role of Intermediaries, Evolution of Distribution Channels.
- Integration of Marketing, Sales and Distribution
Module II: Market Analysis and Selling
- Market Analysis: Market Analysis and Sales Forecasting, Methods of Sales Forecasting
- Types of Sales Quotas – Value Quota, Volume Quota, Activity Quota, Combination Quota
- Factors Determining Fixation of Sales Quota
- Assigning Territories to Salespeople
- Selling:
- Process of Selling, Methods of Closing a Sale, Reasons for Unsuccessful Closing
- Theories of Selling – Stimulus Response Theory, Product Orientation Theory, Need Satisfaction Theory
- Selling Skills – Communication Skill, Listening Skill, Trust Building Skill, Negotiation Skill, Problem Solving Skill, Conflict Management Skill
- Selling Strategies – Softsell Vs. Hardsell Strategy, Client Centered Strategy, Product- Price Strategy, Win-Win Strategy, Negotiation Strategy
- Difference Between Consumer Selling and Organizational Selling
- Difference Between National Selling and International Selling
Text Books
- 1 Spencer H. Hornby - Sales Management: Concepts and Cases
- 2 William J. Stanton, Michael J. Etzel, Bruce J. Walker - Fundamentals of Marketing
- 3 K.K. Bajaj & Rajnish Tiwari - Sales and Distribution Management
- 4 P.K. Agrawal - Sales Management
- 5 M. S. Ramaswamy & S. Namakumari - Marketing Management
- 1 Richard R. Still, Edward W. Cundiff, Norman A. P. Govoni - Sales Management:
- 2 Decisions, Strategies, and Cases
- 3 C. Donald J. Bowersox & David J. Closs - Logistics Management: The Integrated Supply Chain Process
- 4 C.B. Memoria - Personnel Management Anderson, R.E., & Narus, J.A. - Business Marketing: Understanding and Creating Value
- 5 Dr. Rajendra P. Maheshwari - Sales and Distribution Management: A Strategic Perspective
Reproduced from the University of Mumbai syllabus for Bachelor of Management Studies (B.M.S.) under NEP 2020, in force from the academic year 2025-26. Wording is as printed in that syllabus. Module numbering is as printed there too.
The complete syllabus
This subject is cut from the University circular for its year. Open a document here if you want the whole thing rather than a single subject.