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SALES AND DISTRIBUTION MANAGEMENT
This course will enable the students to develop an understanding of gaining market access and coverage as well as providing customer services through proper design and management of sales force, marketing channels, physical distribution systems in the context of the Indian marketing environment.
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Course |
Learning outcome (at course level) |
Learning and teaching strategies |
Assessment Strategies |
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Course Code |
Course Title |
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24MBM325 |
Sales and Distribution Manageme nt (Theory) |
CO427: Assess sales management, its emerging trends. CO428: Examine sales force performance and various strategies in sales force management. CO429: Evaluate sales excellence through effective sales planning strategies and control mechanisms. CO430: Appraise distribution channel management CO431: Evaluate the physical distribution management its implications in international sales and distribution. CO432: Contribute effectively in course-specific interaction. |
Approach in teaching: Interactive Lectures, Group Discussion, Tutorials, Case Study Learning activities for the students: Self-learning assignments, presentations |
Class test, Semester end examinations, Quiz, Assignments, Presentation |
Nature and Scope of Sales Management, Selling Process and Theories of Selling, Objectives of Personal Selling. New Trends in Sales Management, Role of E-commerce in Selling, International Sales Management, Challenges faced by International Sales Managers.
Recruiting, Selecting, Training & Development of Sales Force, Compensation and Motivation of Sales Personnel, Evaluation of Sales Personnel.
Sales Forecasting, Designing and Allocation of Territories, Managing Sales Quota, Sales Budgeting and Control.
Characteristics and significance of Marketing Channels, Channel Design and Planning, Managing Marketing
Channels, Evaluation of Channel Performance, Channel Integration –Vertical Marketing System(VMS), Horizontal Marketing System(HMS), International Distribution Management
Objectives, Role and importance of Physical Distribution, Components of Physical Distribution, Transportation, Warehousing and Inventory Control System, Significance of Logistics Management, international sales and distribution management.
*Case studies related to entire topics are to be taught.
- Rupa Rathee & Pallavi Rajain (2023)Sales and Distribution Management PHI Learning; First Edition
- Shilpa c. Shinde, &. Jai kumar sharma(2022) sales and distribution management kaav publications
Suggested readings
1. Krishna.K Havaldar and Vasant M Cavale, Sales and Distribution Management, Tata McGraw-Hill , 2017
2. Krishnamoorthy, R, Personal Selling and Sales Management, Himalaya Publishing House, 2015
3. Jobber & Lancaster, Selling and Sales Management 10th edition, Pearson Education, 2015.
4. Bhat.S.K, Sales and Distribution Management, Himalaya Publishing House, 2014.
5. Tapan K. Panda and Sunil Sahadev, Sales and Distribution Management, Oxford University Press, 2011.
6. Charles M. Futrell, Fundamental of Selling, 12th edition, Tata McGraw-Hill , 2014
7. A. NAG, Sales And Distribution Management, 1st edition, Tata McGraw-Hill , 2013
8. Pingali Venugopal: Marketing Channel Management, Response Books, 2008.
9. Still, Richard R.; Cundiff, Edward W.; Govoni, Norman A. P,Sales Management: Decisions, Strategies, and Cases, Prentice Hall, 2006.
E resources
1. Pearson Education (29 titles), Elibrary.in.pearson.com
2. Marketing Management , Kumar, S. Ramesh, http://ebookcentral.proquest.com/lib/iisuniv- ebooks/home.action
Journals
1. Sales and Distribution Management
Marketing Management
