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Sales and Distribution is the most vital subject in Marketing Management. The ways company do business has undergone several changes over past few years, particularly with the concepts of globalization and digital marketing. The very existence of the company is dependent on the sales of its products and services. With business going beyond the national boundaries the distribution aspect of the marketing is not only becoming critical for the company, but also becoming highly complex to implement. Hence the exposure to the concepts of sales and distribution is highly essential for students of marketing.

2. Student Learning Outcomes

At the end of the course students will:

· Be able to understand the basic concepts and techniques of selling and their applications to managerial decision makings in the field.
· Be able to understand sales organization structure, sales reporting, sales force compensation and motivations and how the concepts are implemented in real life situations.
· Be able to understand forecasting techniques, sales territories and how the resources (human resource and financial resource) are optimally utilized in organizations.
· Be able to understand various distribution options, the applicability of these distribution options and typical problems faced in distribution system.

3. Required Text Books and Reading Material

Text Book

1. Still. R.R., Cundiff E.W., Govoni, N.A.P., Sales Management – Decisions, Strategy and Cases, Pearson Education Inc., Eighth Impression
2. Frazelle E. H., Supply Chain Strategy

1. Spiro R.L, Stanton W.J, Rich G.A, Management of Sales Force
2. Lancaster G., Jobber D, Selling and Sales Management
3. Das Gupta V., Sales Management, In the Indian Perspective
4. Reilly T., Value Added Selling
5. Supply Chain Management: Strategy & Analysis, Chopra, S. & Meindl

4. Tentative Session Plan

Sessions	Topic	Method of Instruction	Readings
1	Introduction to Sales Management -Objectives, Sales Control	Lecture/ Discussion	Part 1, Ch1
2	Sales Management, Personal Selling and Setting Personal Selling Objectives	Lecture/Role Play	Part 1, Ch2, Ch3
3	Opening and Closing Strategies	Lecture/Role Play	Part 1, Ch2, Ch3
4	Selling Skills and Selling Strategies	Lecture/ Discussion	Part 1 , Ch5 Reading Materials
5	Selling Skills and Selling Strategies	Lecture/ Discussion	Reading Material
6	Selling Skills and Selling Strategies	Role Play	Reading Material
7	Selling Skills and Selling Strategies	Role Play	Reading Material
8	Sales Organization	Lecture	Part 2, Ch7
9	Sales Organization Structures and their appropriateness	Lecture	Part 2, Ch7 Reading Material
10	Case 1	Discussion/ Presentation	Part 1
11	Sales Force Management Recruitment and Selection	Lecture	Part 3, Ch11, Ch12
12	Sales Force Compensation and Evaluation	Lecture	Part 3, Ch16, Ch19
13	Sales Force Motivation	Lecture	Part 3, Ch15
14	Case 2	Presentation/ Discussion	Part 3
15	Sales Forecasting	Lecture/ Discussion	Part 4, Ch21 Reading Material
16	Sales Territories and Sales Budget	Lecture/ Discussion	Part 4, Ch20, Ch22 Reading Materials
17	Sales Analysis and Audit, Managing Sales Information	Lecture/ Discussion	Part 4, Ch23 Reading Material
18	Case 3	Presentation/Discussion	Part 4
19	Case 4	Presentation/Discussion	Part 4
20	Case 5	Presentation/Discussion	Part 3
21	Case 6	Presentation/Discussion	Case to be supplied
22	Supply Chain Fundamentals	Lecture/ Discussion	Reading Material
23	Distribution Channel Management	Lecture/ Discussion	Reading Material
24	Case 7	Presentation/ Discussion	Case to be supplied
25	Case 8	Presentation/Discussion	Case to be supplied
26	Logistics Organization Design and Development	Lecture/ Discussion	Reading Material
27	Review and Summery	Discussion

5. Evaluation

1. Quizzes (Two): 15% (7.5 x 2)
2. Case analysis and presentation: 25%
3. Classroom Participation: 15%
4. Attendance: 05%
5. End-term examination: 40%

Students are encouraged to participate and ask questions in the class. Utmost care is taken as to maintain class decorum, follow the exact evaluation norms, conduct fair examinations, fair and transparent evaluation of examination papers, etc. so as to maintain the highest academic integrity.

Created By: Alora Kar on 10/27/2014 at 11:37 AM
Category: EMBA-14T-III Doctype: Document