Syllabus

Subject: Sales & Distribution Management

Code: 308 Course : PGDM - Semester-III

Revised in : April 2011

_______________________________________________________________________ 1.Objective : The course will provide a complete understanding of the sales and distribution management functions. At the end of the course the students will be able to conceptualize the sales and distribution strategy that needs to be adopted for any product category. It will also help them understand the nuances of sales force planning and management. The course will also cover the basics of international sales and distribution considering the fact that Indian companies are now going global. 2.Core text book for reading: Sales and Distribution Management by Krishna Havaldar and Vasant Cavale

3.Pedagogy:
1) Class room lectures 2) Case studies 3) Movie with learning on Sales Management

Roll-out sheet for Sales and Distribution Management Topic 1) Introduction to Sales - Definition of sales - Need for intermediaries - Types of sales channels - Dynamics of sales channels - Sales Process 2) Sales organization and sales force management Types of sales organization Selection of sales force Controlling ,motivating and leading sales force Sales territory management and assigning targets

3) 4) 5) 6) 7) 8) -

Distribution Management Types of distribution channels Channel partners (selection and performance evaluation) Channel design Managing various channels Distribution models Linking sales and distribution management Managing alternate/non-traditional distribution channels Challenges of alternate distribution channels Distributor ROI calculation Sales promotion policies - Consumer promotions Trade schemes and incentives Ethics in salesmanship Sales planning, forecasting and budgeting Role of marketing and sales Link between marketing and sales Basic terms in sales forecasting Factors influencing sales forecast Sales forecasting methods Sales budget and quotas Channel conflict Meaning of channel conflict Reasons of channel conflict Conflict resolution Selling to organised retail channel Emergence and concept of organized retail and key accounts Importance, advantages and disadvantages of key accounts management Channel Information system (CIS) What is CIS and definition Need for CIS Elements of CIS Advantages of maintaining CIS

9) Customer Profiling Matrix 10) Cross selling and Up-selling - Concept and Strategies