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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	Sales Organization	Lecture	Part 2, Ch7
6	Sales Force Management Recruitment and Selection	Lecture	Part 3, Ch11, Ch12
7	Sales Force Compensation and Evaluation	Lecture	Part 3, Ch16, Ch19
8	Sales Force Motivation	Lecture	Part 3, Ch15
9	Sales Forecasting	Lecture/ Discussion	Part 4, Ch21 Reading Material
10	Sales Territories and Sales Budget	Lecture/ Discussion	Part 4, Ch20, Ch22 Reading Materials
11	Sales Analysis and Audit, Managing Sales Information	Lecture/ Discussion	Part 4, Ch23 Reading Material
12	Supply Chain Fundamentals	Lecture/ Discussion	Reading Material
13	Distribution Channel Management	Lecture/ Discussion	Reading Material
14	Logistics Organization Design and Development	Lecture/ Discussion	Reading Material

5. Evaluation

1. Quizzes (Two): 10% (5 x 2)
2. Case analysis and presentation: 20%
3. Role Play: 20%
4. Classroom Participation: 10%
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 12/11/2019 at 04:04 PM
Category: MBA(Exe.)2019-20 T-III Doctype: Document