Learn about Sales and Distribution Management | Free Course | Alison

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Diploma in Sales and Distribution Management

Learn about the factors influencing sales force and the management of distribution channels in this free online course.

Free Course
This free online course on sales and distribution management will be particularly useful for companies, managers and business executives who deal with customer sales, sales channels as well as sales personnel management. By the end of this course, you will become more familiar with the factors influencing the optimal design and management of distribution channels, as well channel designs for improving efficiency in sales force management.
  • Duration

    10-15 Hours
  • Assessment

  • Certification

  • Responsive

  • Publisher

  • Accreditation






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This free online course in sales and distribution management will begin by introducing you to the meaning of sales management and the evolution of sales management as a function. You will learn about the importance of sales management for marketing functions and for the organization as a whole. You will also be introduced to the relationship between sales management, personalized selling and salesmanship, as well as the differences between selling and marketing.

The course then explains some important marketing policies, and their relevance in an organization. You will learn about the meaning and purpose of a sales organization. You will also learn about inter - departmental relationships and its relevance in fostering a high performing sales force team in any sales organization. Next, you will be introduced to the human resources aspect of sales force management.

The course then explains the meaning of sales quota, rationale behind a sales quota, and why sales organizations sets up sales quotas. You will also learn about the types of sales quotas, and the various methods used for setting and administering a good quota system. This course explains in great detail the meaning of a sales territory, rationale behind formation of sales territories, and the procedure for setting up or revising sales territories. You will learn about distribution channels, the functions and relevance of distribution channel flows to the sustainability of the overall sales management force across the world.

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Introduction to Sales Management

Sales Policies and Relations

Sales Organization

Relationship Between Buyers and Sellers

Diploma in Sales and Distribution Management - First Assessment

Sales Force Management I

Sales Force Management II

Management of Sales Territory and Quotas

Sales and Distribution Management

Diploma in Sales Distribution Management - Second Assessment

Course assessment

Learning Outcomes

Upon successful completion of this course, you will be able to:

  • Define the relationship between sales management and other functions of management
  • Explain the dominant influence of small and large scale manufacturers on the economy 
  • Discuss the supremacy of production or manufacturing 
  • Distinguishing between manufacturing and finance departments in sales management
  • Describe the knowledge of selling and sales related marketing policies 
  • Explain the role of sales executives in determining sales related marketing policies 
  • Explain the relevance of sales related policies for sales personnel 
  • Explain some interdepartmental relationships and coordinations in sales organizations 
  • Describe the meaning  and the need of a distribution channel
  • Discuss the functions of distribution channels 


All Alison courses are free to enrol, study and complete. To successfully complete this Diploma course and become an Alison Graduate, you need to achieve 80% or higher in each course assessment. Once you have completed this Diploma course, you have the option to acquire an official Diploma, which is a great way to share your achievement with the world. Your Alison Diploma is:

Ideal for sharing with potential employers - include it in your CV, professional social media profiles and job applications
An indication of your commitment to continuously learn, upskill and achieve high results
An incentive for you to continue empowering yourself through lifelong learning

Alison offers 3 types of Diplomas for completed Diploma courses:

Digital Diploma - a downloadable Diploma in PDF format, immediately available to you when you complete your purchase
Diploma - a physical version of your officially branded and security-marked Diploma, posted to you with FREE shipping
Framed Diploma - a physical version of your officially branded and security-marked Diploma in a stylish frame, posted to you with FREE shipping

All Diplomas are available to purchase through the Alison Shop. For more information on purchasing Alison Diplomas, please visit our FAQs. If you decide not to purchase your Alison Diploma, you can still demonstrate your achievement by sharing your Learner Record or Learner Achievement Verification, both of which are accessible from your Dashboard. For more details on our Diploma pricing, please visit our Pricing Page.


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