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PGPRM 2006-07	XIMB
Sales & Distribution Management
Credit:	3.0Faculty:Prof. Jaydeep MukherjeeSessions:20Group work1

1

Course Objective:

To develop understanding and appreciation of the Sales & Distribution processes in organizations primarily for consumer products. The course includes the familiarization of concepts and their use in problem solving approaches. The primary focus is the key decision making variables in sales force and distribution channel management, taking into consideration the overall organizational as well as business environment.

At the end of the course, the student should be able to confidently handle sales responsibilities across industries. The confidence should come by an enhanced understanding of:

i. Choices available in making the decisions.
ii. Assumption underlying each of the choices.
iii. The decision making criteria to be used in making the choices.
iv. The limitation of the choices made.



Prescribed text:

1. Marketing Channels by Louis W. Stern, Adel I. El-Ansary & Anne T. Coughlan. Referred to as SA.
2. Sales Management by Richard R. Still, Edward W. Cundiff & Norman A.P. Govoni. Referred to a SCG.
3. Sales and Distribution Management by Tapan K. Panda and Sunil Sahadev (Oxford University Press) – Referred to as TPSS

Pedagogy:

Essentially a case based learning approach. Opening lecture sessions will be used to build the theoretical framework of the subject. Case studies (which would require adequate preparation from the individual students), would be used to apply theoretical understandings in real business contexts. The group-work might involve business problem solving cum assignment. The evaluation would be based on the quizzes, assignments and end term.

Since the subject has very high degree of practical applications, hence the emphasis will be on assimilating the learning through application of the theoretical inputs on real life cases and situations. The course is expected to be conducted in very interactive and flexible manner where students would be encouraged to share their own understanding, put them to critical scrutiny and learn from the others experiences, perspectives to the same issue. The faculty will facilitate the process of learning and would strive to bring in diverse perspectives to some common understanding and frameworks.

The approach would be to simplify the complex problems to manageable business problems and then apply the theoretical constructs to address them effectively in practice. Students are expected to read extensively, discuss among peers and come prepared in the class to tackle the cases effectively.

THIS COURSE IS OFFERED AS A CREDIT COURSE ONLY as the workload is expected to be high (requiring full commitment).


Overview of the organization of the course

Introduction, expectation mapping & brief overview – 1 session
Distribution Channel Management – 11 sessions
Sales Force Management – 6 sessions
Sharing of learning from Group-work – 2 sessions

Evaluation Pattern

Quiz (Surprise / Online on pre-readings) – 30 marks.
Group work – 40 marks.
End Term – 30 marks.

Session Details
Detailed class coverage schedule (tentative)

Session #	Topic	Background Reading from Textbook	Case study
1	Introduction to Sales & Distribution Management, class expectation	Chapter1 ( SA) Pg 1-15 Chapter 13 (TPSS)	Nil
2	Understanding Channel Intermediaries.	Chapter 1 (SA) Pg 15-27 Chapter 14 (TPSS)
3	Understanding Channel Intermediaries.		Modern Bakery ( B)
4	Channel designing	Chapter 2 (SA)
5	Channel designing & multi channel marketing	Chapter 8 (SA) Chapter 16 (TPSS)	Bulk Deal in Bagri Market
6	Channel designing & multi channel marketing	Chapter 5 (SA)	Appliance Business in Bhubaneswar (A)
7	Managing Marketing Channels	Chapter 10 (SA)
8	Managing channel conflicts	Chapter 9 (SA)	LPB Case
9	Physical distribution	Chapter 11 (SA) Chapter 15(TPSS)	Distribution & Logistic Problem of ICC
10	Legal Aspects of Channel Management	Chapter 12 (SA)	BBMC
11	Measuring - Marketing Channel Performance	Nil	Evergreen Products
12 & 13	Introduction to Sales Management – Design of sales organization	Chapter 1-5 (SCG) Chapter 1(TPSS)	Nil
14 & 15	Sales force performance management	Chapter 10-15 (SCG) Chapter 12(TPSS)	Performance Management in KRC
16	Sales Force Supervision	Chapter 16-19 (SCG) Chapter 8 & 9(TPSS)	Lightening Electric Products Company
17	Sales force incentives	Chapter 20-23 (SCG) Chapter 7 & 11(TPSS)	Group-work based Assignment
18	Sales force motivation - Summarizing learning	Chapter 10 (TPSS)	Sales Manager’s Dilemma
19 & 20	Sharing of learning from Group Work

Created By: Lingaraj Pattanaik on 06/07/2006 at 10:01 AM
Category: PGPRM-II Doctype: Document