Sub Committee for Curriculum Development

Marketing Specialization
Course Name: Sales Force and Channel Management

Course Code: T2136

Number of Credits: 2

Course Code – MM P 024

Course Range – 600-899

Level – 4/5

Learning Objective(s): After the completion of this course, a student shall be able to :

1. Analyze, differentiate and apply Domestics and Global Sales and distribution practices.
2. Compose the tools and techniques necessary for designing , motivating and evaluating Sales
force and Channel Management systems
3. Compare and summarize the future managers with application based knowledge in Sales
Force and Channel Management.

Pedagogy:

Case Theory Mix

Advanced level: 40% cases(and Research Articles), 60% Theory

Pre-learning:

Marketing Management

Organizational Behavior
Course Outline

Sr. Topics No. Of Hours

No.

1 Introduction to sales Management, Role and duties of Sales Manager. 2

2 The Selling Process and different theories of selling. 4

3 People Management-Sales Outlook 6

 Sales Organization and Importance of sales force,

 Training of sales force
 The motivation of sales force
 Recruitment and selection,
 Compensation,
 Monitoring and control
4 Sales Promotion 4

5 Sales Forecasting and Budgeting Sales promotion 2

6 Management of Sales territory and sales quota 2

7 Introduction to distribution management 5

The concept of channel flows

Managing a channel design

Basics of warehouse/inventory/ transportation planning

8 Intermediaries :Channel Formats 1

9 Managing channel partner ( includes channel conflict) 2

10 Channel information systems 1

11 International Trends in Sales and Distribution Management 1

Total Hours 30

Books Recommended
 1. Sales Management –Decisions, Strategies and Cases- by Richard R Still, Edward W. Cundiff
and Norman A.P.Govani, Prentice Hall of India
2. The Management of Business logistics- a supply chain perspective- by Coyle, Bardi, Langley,
(Thomson-South western edition)
3. Marketing Channels (7/E) Author(s): Anne T. Coughlan , Erin Anderson, Louis W Stern and
Ansary (Pearson)
4. HBR –Jul/Aug2006
5. HBR-July/Aug 2012
6. The New Sales Manager- by Walter Vieira
7. Professional Sales Management- Ralph Anderson, Hair, Bush
8. Sales Management- Indian Perspective- Dasgupta
9. Sales Management- Charleson, Futrell
10. Strategies & techniques for successful selling- Francis Lobo
11. Sales and distribution Management- by Tapan K Panda, Sunil Sahadev, Oxford University
Press
12. Sales Management-Analysis and Decision making- by Ingram, La Forge, Avila, Schwepker Jr,
Williams, Thomson-South Western
13. Selling and Sales Management- by David Jobber and Jeoff Lancaste, Pearson Education
14. Marketing Logistics-A supply chain approach – Kapoor & Kansal pearson Education
15. Logistics by David Bloomberg, Stephan Lemay & Hanna PHI
16. Marketing Channels by Stern and El-Ansari & Couglan PHI
17. Sales Management- Douglas Dalrymple, William Cron & De Carlo- JohnWiley & Sons7/e,
18. Selling: Principles and Practices by Buskirk and Buskirk, McGraw Hill International Ed.
19. Fundamentals of Selling by Futrell : Customers for Life, , McGraw hill Publishing
20. Logistical Management: The Integrated Supply Chain Process by Bowersox and Closs,
21. Marketing Channels: A Management View by Bert Rosenbloom, Dryden Press
22. Global Operations and Logistics: Text and Cases by Dornier, Ernst, Fender and Kouvelis, John
Wiley Publications
23. Sales and Distribution Management: An Indian Perspective. Pingali Venugopal
24. Sales and Distribution Management(Text and Cases), Krishna K Havaldar, Vasant M Cavale,
Tata McGraw Hill

Suggested Evaluation Methods:

Live projects should be compulsory besides other components like presentation, assignments, test etc.

Parallel/Similar courses the existing curriculum:

S.No Name of the course Institute where it was offered.

1 Sales and Distribution Management SITM
2 Sales and Distribution Management SIIB(IB), SIIB(AB)
3 Sales and Distribution Management SCMHRD
4 Sales and Distribution Management SIBM-B, SIBM-P,
5 Sales and Distribution Management SCMS-P
Name of Shrirang Altekar Semila Adya Sharma Sandeep
members Fernandes Prabhu

Designation
Org/Inst. ( Symbiosis- (SIBM-B) (SIIB) ( SITM)
Noida)
Signature

Name of the Expert:

Signature:

Date:

Benchmarking:

National And International Universities

Sales and Sales Channel Retail Rural

Distribution Management Management Management Marketin
Management g

National XLRI (3 IMT-Ghaziabad Logistics Seminar on Retail IIM-A,

Institutes credits) -SM & Personal mgmt (IIMA) Mgmt (IIMA) MICA,
IIM-B (3 Selling (University -Distribution -Retailing SP Jain,
credits) of Pune) & retail mgmt mgmt(FMS Delhi) MDI, XLRI
Great Lakes -Sales Force (Univ of -Retailing
institute of Management Pune) mgmt(IIMB
Management (FMS) -Mktg
Channel
(FMS)
Internatio NIL Sales force Channel Retailing (wharton)
nal management mgmt(Wharto -Retail Strategy
Institutes (Kellogg) n) (NYU-Stern
-Leading the -Mktg
effective sales channel
force strategy
(exe.pgm)(Whart (kellogg)
on)
-sales force
management
(Wharton)
-NUY-Stern
-Technology
sales & SM (MIT
Massachusetts
inst. Of Tech)

1. (Sales Management syllabus) http://people.stern.nyu.edu/ncureton/Spring05/B70.2129.pdf

2. (Sales Management , Channel Management and Retailing-Brief
available))https://marketing.wharton.upenn.edu/programs/mba/program-information/marketing-
major/
3. Syllabus of Sales and Distribution Management ,Retail Management , Rural
Marketing(http://www.xlri.ac.in/academic-prog/pdf/BM.pdf)
4. Syllabus of Rural Marketing (http://www.rmai.in/pdf/courses.pdf)
5. ( Names of the subjects)
http://www.iimahd.ernet.in/programmes/pgp/programme/curriculum/courses-offered-second-
year.html
6. ( Names of the subjects available) http://www.stern.nyu.edu/programs-admissions/full-time-
mba/academics/specializations/marketing/index.htm
7. ( Names of the subjects available) http://www.iimb.ernet.in/pgp/courses