SALES AND DISTRIBUTION MANAGEMENT

Paper Code: 
25MBM325
Credits: 
4
Contact Hours: 
60.00
Max. Marks: 
100.00
Objective: 

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.

 

Course Outcomes: 

Course

Learning outcome

(at course level)

Learning and teaching strategies

Assessment Strategies

Course Code

Course Title

25MBM325

Sales and Distribution Management (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

 

12.00
Unit I: 
Introduction to Sales Management

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.

 

12.00
Unit II: 
Sales Force Management

Recruiting, Selecting, Training & Development of Sales Force, Compensation and Motivation of Sales Personnel, Evaluation of Sales Personnel.

 

 

12.00
Unit III: 
Sales Planning

Sales Forecasting, Designing and Allocation of Territories, Managing Sales Quota, Sales Budgeting and Control.

 

12.00
Unit IV: 
Distribution Channel Management

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

 

12.00
Unit V: 
Physical 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.

 

Essential Readings: 
  1. Rupa Rathee & Pallavi Rajain (2023)Sales and Distribution Management PHI Learning; First Edition
  2. Shilpa c. Shinde, &. Jai kumar sharma(2022) sales and distribution management kaav publications

 

References: 

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
  2. Marketing Management

 

Academic Year: 
2025-2026
  • Printer-friendly version
  • PDF version