LOGISTICS AND SALES MANAGEMENT
SYLLABUS
UNIT I
Introduction to Logistics and competitive Strategy - Definition and Scope of Logistics - Functions & Objectives - Customer Value Chain - Service Phases and attributes - Value
added logistics services - Role of logistics in Competitive strategy.
UNIT II
Warehousing and Materials Handling - Warehousing Functions - Types - Site Selection - Decision Model - Layout Design - Costing - Virtual Warehouse. Material Handling
equipment and Systems - Role of Material Handling in Logistics. Material Storage Systems - principles - benefits - methods. Automated Material Handling.
UNIT III
Transportation System - Evolution, Infrastructure and Networks. Freight Management - Route Planning - Containerization. Modal Characteristics, Inter-modal Operators and
Transport Economies.Packaging- Design considerations, Material and Cost. Packaging as Unitisation. Consumer and Industrial Packaging.
UNIT IV
Current Trends - Logistics Information Systems - Need, Characteristics and Design. ELogistics - Structure and Operation. Logistics Resource Management. Automatic
Identification Technologies. Warehouse Simulation. Reverse Logistics - Scope, design and as a competitive tool. Global Logistics - Operational and Strategic Issues. Strategic
logistics Planning.
UNIT V
Sales management- Meaning and objectives of sales management, responsibilities of  sales manager; role of sales manager as leader of sale force, sales management and
marketing management relationship Salesmanship (8 hrs) Meaning, scope, importance and limitations ; Management of Sales (6 hrs) An introduction to retailing system, retailing
definition, structure, retailing mix, retail store location, flow, retail pricing Objectives of sales forecasting; methods and procedures of sales forecasting.