The course aims to understand the importance of sales management and marketing channel management for organizational success. It covers topics such as planning sales efforts, controlling sales teams, marketing logistics, designing marketing channels, channel integration, and managing relationships with channel members. The course also examines wholesaling, retailing, and trends in both.

1. Course Objective: The course has been designed to understand the importance of sales management and Marketing channel management for the overall success of the marketing efforts of an organization. The course deals with various aspects of sales management for coordinated sales efforts in achieving the over all corporate goals and effective management of marketing channels M3- SALES AND MARKETING CHANNEL MANAGEMENT