This document provides an overview of the Sales & Distribution Management course offered at the Indian Institute of Management Calcutta. The objective of the course is to provide a customer-centric approach to sales and distribution functions. Students will understand the roles and responsibilities of sales managers, plan and implement effective sales strategies, and design and implement distribution channel strategies, including wholesaling and retailing. Pedagogy will include lectures, group work, case studies, and class participation. Students will be evaluated based on quizzes, a group project, and a final exam. The group project involves analyzing the sales and distribution systems of a selected company.
This document provides an overview of the Sales & Distribution Management course offered at the Indian Institute of Management Calcutta. The objective of the course is to provide a customer-centric approach to sales and distribution functions. Students will understand the roles and responsibilities of sales managers, plan and implement effective sales strategies, and design and implement distribution channel strategies, including wholesaling and retailing. Pedagogy will include lectures, group work, case studies, and class participation. Students will be evaluated based on quizzes, a group project, and a final exam. The group project involves analyzing the sales and distribution systems of a selected company.
This document provides an overview of the Sales & Distribution Management course offered at the Indian Institute of Management Calcutta. The objective of the course is to provide a customer-centric approach to sales and distribution functions. Students will understand the roles and responsibilities of sales managers, plan and implement effective sales strategies, and design and implement distribution channel strategies, including wholesaling and retailing. Pedagogy will include lectures, group work, case studies, and class participation. Students will be evaluated based on quizzes, a group project, and a final exam. The group project involves analyzing the sales and distribution systems of a selected company.