SDM-P11

SDM-P11
PGDM 2011-13: Term-IV

Sales and Distribution Management

Credit 3.0

Faculty Subhasis Ray (sray@ximb.ac.in: office extension- 994)

Programme PGDM

Academic Year and term 2012-13/ Term IV

Student Learning Outcome:
After the course, the student will be able to
· Understand the role and importance of sales and distribution management in the context of organizational performance and functions
· Appreciate issues related to managing sales force in diverse situations
· Take decisions regarding managing marketing channels

Required textbooks and reading material:

a. Sales and Distribution Management, Havaldar & Kavale, Tata Mcgraw Hill.
b. Consolidated reading material to be distributed at the beginning of the course.

Tentative session plan:

Session Content Article/Case

1 Understanding personal selling

2 Issues and techniques in sales forecasting Major sales: Who really does the buying

3 Sales related marketing policies End the war between sales and marketing

4 Building a sales organization Case: ‘When a new manager stumbles’

5 Sales department relations Breadth of a salesman

6 Sales recruitment Teamwork for today’s selling

7 Sales force training The New Science of Sales force productivity

8 Sales force motivation Case: TBA

9 Designing sales territories and setting targets Strategic issues in distribution

10 Sales Compensation Customer driven distribution systems

11 Sales and Marketing audits Channel conflict: when is it dangerous

12 Channel structure and functions Case: CISCO

13 Designing Marketing Channels Socially responsible Distribution

14 Designing Marketing Channels Case: TBA

15 Understanding channel power Rapid Fire fulfillment

16 Managing channel conflict and integration Project Presentation

17 Channel Institutions- retailing Project Presentation

18 Channel Institutions- rural retail Project Presentation

19 Electronic channels Project Presentation

20 Distribution, logistics and supply chain Project Presentation

Evaluation:
· Mid term: 25
· Project: 30
· Endterm: 30
· Class performance: 15 (based on articles and cases)
· Pass Marks: 30
· No make-up tests are conducted for this course.

Academic Integrity:
Please refer to the Manual of Policies for general details. As a rule, any case of plagiarism results in an F in the course/component under consideration. Use of laptops and cell phones in the class is prohibited.
Created By: Debasis Mohanty on 05/12/2012 at 08:35 AM
Category: PGDM-II Doctype: Document

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Credit	3.0
Faculty	Subhasis Ray (sray@ximb.ac.in: office extension- 994)
Programme	PGDM
Academic Year and term	2012-13/ Term IV

Session	Content	Article/Case
1	Understanding personal selling
2	Issues and techniques in sales forecasting	Major sales: Who really does the buying
3	Sales related marketing policies	End the war between sales and marketing
4	Building a sales organization	Case: ‘When a new manager stumbles’
5	Sales department relations	Breadth of a salesman
6	Sales recruitment	Teamwork for today’s selling
7	Sales force training	The New Science of Sales force productivity
8	Sales force motivation	Case: TBA
9	Designing sales territories and setting targets	Strategic issues in distribution
10	Sales Compensation	Customer driven distribution systems
11	Sales and Marketing audits	Channel conflict: when is it dangerous
12	Channel structure and functions	Case: CISCO
13	Designing Marketing Channels	Socially responsible Distribution
14	Designing Marketing Channels	Case: TBA
15	Understanding channel power	Rapid Fire fulfillment
16	Managing channel conflict and integration	Project Presentation
17	Channel Institutions- retailing	Project Presentation
18	Channel Institutions- rural retail	Project Presentation
19	Electronic channels	Project Presentation
20	Distribution, logistics and supply chain	Project Presentation