SDM-X05

SDM-X05
(ExPGP 2005-08 : Term-IX)

Sales and Distribution Management

Instructor: Tushar Kanta Pany
Contact No. 9437412406
(tusharpany@yahoo.co.in)

Course Description

With the growing competition in Indian market after liberalization and globalization, considerable thought is being given to devise new market strategies to accelerate demand-inducing activities, through proper sales and distribution management. Executives capable of applying the professional approach to sales management are in high demand today. Sales executives have responsibilities to their organizations, the customers and society. Distribution management is concerned with management of physical movement of goods from the factory to the consumer through different distribution channels, involving transportation, warehousing, inventory, order processing and documentation.

Because the subject has tremendous application in the practical work life and the Ex-PGP participants have working experience and knowledge, the teaching methods support debate in the classroom and sharing of individual work experience. Classroom sessions will consist of lecturers, discussion on management cases, presentation on various classroom assignments etc.

Objectives

- To understand Sales & Distribution processes in organization.
- To make the students familiarize with the concepts approaches and the practical aspects of the key decision making variables in sales force and distribution management.

Text Books

1. Sales Management by Richard R.Still, Edward W.Cundiff and Norman A.P.Govoni.
2. Marketing channels by louis W.Wtern, Adel I. EL-Ansary and Anne T.Coughlan.
3. Basics of Distribution Management by Satish K.Kapoor & Purva Kansal.
4. Marketing channel Management by Pingale Venugopal.

Evaluation Pattern

Components Marks
Surprise Quiz 20 marks
Presentation 10 marks
Group Case Analysis 20 marks
End Term 50 marks

Grading Pattern

The grading will be as per the institute’s norms, essentially relative grading method.

Important things to Remember

- Active students participation is essential. Students will be evaluated on their overall participation including attendance, participation in class discussion and completion of exercises in class.
- Maintain good classroom Behaviour.
- You are expected to read the full chapter, unless otherwise stated in class.

Tentative Coverage of Topics

Class	Topic
Class-1	Introduction to Sales & Distribution Management
Class-2	Sales management, personal selling objectives
Class-3	Salesmanship & Functions of Sales Department, Formulating Personal Selling Strategy
Class-4	Sales Organization, Distributive Network Relations
Class-5	Recruitment, Selection, Training of Sales personnel
Class-6	Motivating, Compensating & Controlling Sales Personnel
Class-7	Sales Budget, Sales Quota
Class-8	Sales Territories, Sales Control and Cost Analysis
Class-9	Channels of Distribution and Channel Management
Class-10	Managing Marketing Channels – Channel Conflict & Operational issues in channel management
Class-11	Transportation – Mode, trends & transport Industry
Class-12	Warehousing Functions
Class-13	Inventory Management & Order processing
Class-14	Distribution Control, performance evaluation and organization for physical Distribution
Class-15	Doubt clearing class

Created By: Bijoy Kar on 11/27/2007 at 04:19 PM
Category: ExPGP-III Doctype: Document

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