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A1 Welcome Note
Masterclass Distribution & Channel Management in sales
A2 Course Introduction
B1 What is Distribution & Importance of Distribution system
B2 Distribution Systems
B3 Role of CFA
B4 Role of Super stockist
B5 Role of Distributor
B6 Role of Retailer
B7 Channels of Distribution
B8 Various Types of Retail outlets
B9 Wholesale a game changer
Classification of outlets
C1 Various terminologies in Distribution
C2 Numeric Distribution
C3 Weighted Distribution
C4 DPL Dealer Per Lac
C5 Pdo thruput
C6 Sku & Range Selling
C7 Importance of Productivity
Sales & distributionTerminology
Outlet Census Formats
D 1 Introduction
D2 Direct & INdirect Coverage
D3 Need to appoint distributor
Struggles for startups
E1 Market Potential Assessment
E2 How to calculate market potential
E3 Market and Distributor Mapping
E4 Beat & Route
Case Study Market Poentail assessment
F1 Introduction sales territory
F2 Sales Territory & sales Structure
F3 Span of Control
G1 Area of concern and influence
G2 Bonus Lecture
