Course Details
Subject {L-T-P / C} : SM6212 : Sales and Distribution Management { 3-0-0 / 3}
Subject Nature : Theory
Coordinator : Prof. Rajeev Kumar Panda
Syllabus
Overview of Sales and Distribution Management, Consumer versus Organizational Selling, Sales Structure: Role Of SDM in the Marketing Mix, Integrating Structure with Distribution Strategy, Frameworks for Analyzing the Sales Environment. Managing the Sales Force: Issues in Sales Force Management, Recruiting, Training and Motivating Sales Force, Personal Selling Process and Handling Objection, Sales Force Compensation and Evaluating Sales Performance, Ethical and Legal Issues in Sales Management. Distribution Planning and Control: Selection and Motivation of Intermediaries, Channel Dynamics – Vertical Marketing Systems and Horizontal Marketing Systems, Multichannel Marketing Systems, Channel Conflict and Management, Evaluation and Control. Physical Distribution and Logistics: Issues in Physical Distribution, Distribution Channels for FMCG and Industrial Products, Sales Planning for Industrial Distributors, Logistics Integration for Customer Satisfaction, Integration of Sales and Distribution Strategy. Supply Chain Management: Supply Chain Designs and Synchronization, Supply Chain Relationships and Supply Chain Strategies, Supply Chain Performance Measurements, Service Supply Chains, Retail Logistics and Reverse Logistics. Smart practices in SCM: 21st century Supply Chains.
Course Objectives
- This course will help the participants to develop critical skills for generating, evaluating and selecting sales and distribution strategies. This subject will cover the concepts attitudes, techniques and approaches required for effective decision making in the areas of Sales and Distribution.
Course Outcomes
This course will help the participants to develop critical skills for generating, evaluating and selecting sales and distribution strategies. This subject will cover the concepts attitudes, techniques and approaches required for effective decision making in the areas of Sales and Distribution.
Essential Reading
- Spiro, R., Stanton, W., and Rich, G., Management of a Sales Force, Tata McGraw - Hill Education
- Still, R. R., Edward, C. W., and Govoni, A. P., Sales Management: Decisions, Strategies and Case, Pearson Education
Supplementary Reading
- Venugopal, P., Sales and Distribution Management: An Indian Perspective., Response Books.
- Coughlan, A., Anderson, E., Stern, L. W., and El-Ansary, A., Marketing Channels, Pearson