Learning Outcomes

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

• Describe the process of evaluation in performance appraisal 
• Explain how to measure actual sales performance of a sales personnel 
• Describe field sales report as a tool for for planning and control 
• List the types of field sales report 
• Discuss the determinants of an effective evaluation system 
• Describe the common perpetual errors during evaluation
• Explain the meaning of sales quotas and the rationale behind it 
• Describe the meaning  and the need of a distribution channel
• Discuss the functions of distribution channels 
• Explain the channel flows in a distribution channels 
• Describe the classification of distribution channels 
• Describe the types of distribution networks 
• Explain the concept of marketing channels in consumer markets