NOTRE DAME OF MIDSAYAP COLLEGE

Midsayap, Cotabato

COLLEGE OF BUSINESS AND ACCOUNTANCY

COURSE NO.: MM 202

COURSE TITLE: DISTRIBUTION MANAGEMENT
CREDIT: 3 UNITS

COURSE DESCRIPTION: Distribution of products and service includes all of the activities that
are involved in delivering a suitable offering to end-customers following the most efficient way.
However in the way of delivering products and services to the end users, there are some
intermediaries or middlemen. These intermediaries or middlemen are key elements of supply
networks. Distribution relates to selection of those key points or places of supply networks and
this forms an important part of marketing strategy. These supply network points or places means
making goods and services available in the right quantities and qualities at the various locations
when customers want them. Therefore, distribution management reflects strategic marketing
aspects. Distribution management is the systematic management to optimize the efficiency of
overall activities of movement of goods from supplier or manufacturer to point of sale.

This advance marketing course elaborately provides principles, concepts, practices, and strategies
of distribution management which includes marketing channel analysis. This course covers the
operations aspects of supply network analysis. It will cover concepts of distribution and
importance of chain management. The course will also discuss design of distribution structures
and explain the meaning and importance of distribution planning and the role of middlemen. It
addresses and analyses alternative channel structures and relevant criteria of choice. In summary,
the course will focus on the understanding of productivity drivers of distribution effectiveness and
performance evaluation of channel management.

COURSE OUTLINE AND TIME FRAME:

Prelim Course Content/Topic
Week 1 & 2 Marketing Concept: Distribution Management
Week 3 Distribution channels
Week 4 Distribution channel members
Week 5 Market Segmentation and Service Output
Demand
TRINAL EXAM
MENTAL HEALTH BREAK
Midterm
Week 6 Supply Side Analysis
Week 7 Channel Structure and Intensity
Week 8 Distribution channel strategy
Week 9 & Week 10 Marketing Channel Efficiency
MIDTERM EXAM
 Final (Week 13 to 18)
Week 11 & 12 Electronic Marketing Channel
Week 13 Vertical Integration
Week 14 Channel Conflict
FINAL EXAM

REFERENCES:

1. Venugopal, P. (2005). Marketing Channel Management: A Customer-Centric

Approach. New Delhi: Response Books
2. Kapoor, R. (2005). Fundamentals of Sales Management. Delhi: Macmillan India
3. Still, R. R., Cundiff, E. W., & Govoni, N. A. P. (1988). Sales Management:
Decisions, Strategies and Cases. (5th edition). New Delhi: Prentice-Hall of India
4. Panda, T. K. & Sahadev, S. S. (2005). Sales and Distribution Management. New
Delhi: Oxford University Press
5. Havaldar, K. K. & Cavale, V. M. (2007). Sales and Distribution Management:
Text and Cases. New Delhi: Tata-McGraw-Hill