1. MARKETING & SELLING EFFORT, 2. PERSONAL SELLING, 3. SALESMANSHIP, 4. SALES (SALES FORCE) MANAGEMENT. 5. SALES EXECUTIVES & SALES PERSONS, 6. CONSUMER BEHAVIOUR, 7. SALES ORGANISATION, 8. DEMAND (SALES) FORECASTING, 9. SALES BUDGETING, 10. SALES ANALYSIS & CONTROL, 11. SELLING PROCESS, 12. THEORIES OF SELLING, 13. SALES PERSONNEL (FORCE) PLANNING, 14. RECRUITMENT & SELECTIONS OF SALES PERSONNEL, 15. SELECTION TESTS, 16. SELECTION INTERVIEWS, 17. SALES PERSONNEL (FORCE) TRAINNING, 18. MOTIVATING THE SALES FORCE, 19. COMPENSATING & REMUNERATING THE SALES FORCE, 20. SALES LEADERSHIP, 21. ALLOCATION OF TERRITORY, 22. SALES QUOTA SETTING, 23. SALES PERSONNEL CONTROL & PERFORMANCE EVALUATION, 24. SALES INFORMATION SYSTEM, 25. CHANNELS OF DISTRIBUTION AN INTRODUCTION, 26. DISTRIBUTION CHANNEL PLANNING, 27. CHANNEL (DISTRIBUTION) STRATEGIES AND POLICIES, 28. CHANNEL SYSTEM IN MANAGEMENT, 29. MANAGING CHANNEL CONFLICT, 30. WHOLESALE DISTRIBUTION, 31. RETAIL DISTRIBUTION, 32. PHYSICAL DISTRIBUTION, 33. GLOSSARY