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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

The student is given following statements:

1. “I have a thorough understanding of various processes of selling, sales organization and system and processes therein.”
2. “I can comprehend different distribution systems, principles of logistics and their applicability.”
3. “If I join a sales/marketing job, I will require no further inputs other than formal company indoctrination programs.”
4. “I can deliver results under intense pressure and tight deadlines”

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, Closing Sales	Lecture/Role Play	Part 1, Ch2, Ch3
3	Selling Skills and Selling Strategies	Lecture/ Discussion	Part 1 , Ch5 Reading Materials
4	Selling Skills and Selling Strategies	Role Play	Reading Material
5	Sales Organization	Lecture	Part 2, Ch7
6	Case 1	Discussion/ Presentation	Part 1
7	Sales Force Management Recruitment and Selection	Lecture	Part 3, Ch11, Ch 12
8	Sales Force Compensation and Evaluation	Lecture	Part 3, Ch16, Ch19
9	Sales Force Motivation	Lecture	Part 3, Ch15
10	Case 2	Presentation/ Discussion	Part 3
11	Sales Forecasting	Lecture/ Discussion	Part 4, Ch21 Reading Material
12	Sales Territories and Sales Budget	Lecture/ Discussion	Part 4, Ch20, Ch22 Reading Materials
13	Sales Analysis and Audit, Managing Sales Information	Lecture/ Discussion	Part 4, Ch23 Reading Material
14	Case 3	Presentation/Discussion	Part 4
15	Case 4	Presentation/Discussion	Part 4
16	Case 5	Presentation/Discussion	Part 3
17	Distribution Channel Management	Lecture/ Discussion	Reading Material
18	Case 6	Presentation/ Discussion	Case to be supplied
19	Logistics Organization Design and Development	Lecture/ Discussion	Ch10(Supply Chain Strategy)
20	Review and Summery	Discussion

5. Evaluation

1. Quizzes (Two): 20% (10 x 2)
2. Case Presentation and Analysis: 20%
3. Classroom Participation: 15%
4. Attendance: 05%
5. End-term examination: 40%
6. Academic Integrity

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 02/14/2015 at 10:18 AM
Category: EDIP14-T-III Doctype: Document