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SDM-P06
PGP 2006-08 : Term-IV

Sales & Distribution Management
(Course Instructor: Prof. Sudas Roy)

Course Outline and Class Schedule


1. Course Objectives:

This elective course will offer in-depth exploration of concepts and practices in the fields of Channel Management and Sales Management in order to equip the participants with specialized insights and skills. The course will use Indian environment as the backdrop but will also draw from international experiences whenever needed. The perspective will be effective managerial decision making in these areas.

2. Pedagogy: Lectures-cum-discussion and case studies would form the core pedagogy for this course. Experience sharing will be a key input for learning

3. Course Evaluation:
a. Group Case Presentation & Analysis= 30%
b. Mid-Term Quiz=30%
c. End-Term Exam = 40%

4. Text Books: a. Marketing Channels- Louis Stern, Edel El Aansary, Coughlan & Sharma ( Prentice Hall-Latest Edition)

b. Sales Management- Cundiff, Steel & Giovanni, Prentice Hall India
c. Additional reading must be done from the Reading Material Volume given to each student. A Case Book has been distributed. Cases will be discussed based pre-announced titles & dates.

5. Sales & Distribution Management: Course Outline with class schedule: 2. Channel Structure Design
30.06.07 3. Wholesaling
4. Case-Rising from the Dust
01.07.07 5. Retailing
6. Case-Eat Great Supermarket 8. Case- Frank Obermeyer Ltd.
14.07.07 9. Channel Organizations
10. Managing Channel Relationships & Electronic Channels
15.07.07 11. Mid-Term Test
12. Sales Management-An Overview
13. Personal Selling. Case-Biomed Ltd.
27.07.07 14. Sales Organization & Size of Sales Force
15. Case-Eureka Forbes
28.07.07 16. Effective Selling Communication
17. B-B Selling. Case: Patni Computers
29.07.07 18. Case: Anatomy of a Sale 1,2 &3
19. Emerging Issues in Sales Mgmt.
20. End-Term Test
Review & Feedback


5. Cases will be discussed along with concept sessions as per the schedule announced in this outline. Volunteer groups of up to three members will prepare and present each case on the scheduled date for subsequent full-class discussion. In the absence of a volunteer group, the particular case discussion will stand cancelled.
Created By: Lingaraj Pattanaik on 06/11/2007 at 10:21 AM
Category: PGP-II Doctype: Document

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