Sales and Distribution Management

About this course

This Specialization guides learners through a comprehensive journey in sales and distribution, beginning with the principles of consumer behavior and foundational marketing concepts. The first course introduces learners to the dynamics of marketing versus selling, consumer loyalty, B2B sales for consumables, and operational selling functions, establishing a strong base. The second course expands into channel management and retail strategies, covering economic and retail environments, channel design, member selection, monitoring, evaluation, and digital channels. Learners understand how distribution networks operate and the strategic considerations for managing channels effectively. The final course focuses on Salesforce leadership and sustainable distribution, detailing recruitment, sales style, territory and target management, sales automation, motivation, and supply chain optimization. The sequence builds practical competence in integrating sales, channels, and leadership to drive sustainable distribution outcomes. Copyright ©2021 by Sage Publications Limited. All rights reserved, including rights for text and data mining and training of artificial technologies or similar technologies. Published by Sage Publications Limited, London. Used by arrangement with Sage Publications Limited. This Specialization is based on the book, Sales and Distribution Management, by Sage Publishing Limited.

Course objectives

• build competence in integrating sales and distribution
• effectively manage channels and distribution networks
• lead sales teams towards sustainable distribution outcomes