MKTM508:SALES AND DISTRIBUTION

L:3 T:1 P:0 Credits:3

Course Outcomes: Through this course students should be able to

CO1 :: explain sales management concepts and develop personal selling skills to solve business
problems

CO2 :: evaluate the various sales forecasting approaches for managing sales territories and sales
force performance

CO3 :: propose sales organisation structure align with business operations for effective sales
management
CO4 :: apply distribution management strategies to get the desired results from the channel
partners

CO5 :: manage logistics and supply chain in context of domestic and international markets

Unit I
Introduction to sales management : levels and importance of sales management, emerging
trends in sales management
Personal selling process : selling process, negotiation skills, success factors in selling, effective
sales person
Unit II
Sales forecasting and budgeting : forecasting approaches, sales forecasting methods, sales
budget and its process
Management of sales territories and quotas : procedure for designing sales territory, assigning
sales people to territories, sales quotas or sales targets, salesforce evaluation
Unit III
Organising and staffing the sales force : sales organisation structure, sales force size, recruiting
and selecting the sales force
Training, motivating and compensating the sales force : designing and executing sales training
program, motivational theories to sales people, types of compensation plans
Unit IV
Introduction to distribution management : role of distribution, distribution channel strategy,
distribution for rural markets
Channel institutions : retailing and retail management strategies, wholesaling and strategic issues
in wholesaling
Unit V
Channel management : channel conflict, channel policies and distribution management for services

Channel information systems : channel MIS, elements of channel information systems, channel
implementation
Unit VI
International sales and distribution management : nature of international markets, distribution
channels in international markets
Logistics and supply chain management : key logistic activities, focus areas of logistics and SCM,
technology and performance measurements in logistics and SCM

Text Books:
1. SALES AND DISTRIBUTION MANAGEMENT by KRISHNA K. HAVALDAR, VASANT M. CAVALE,
Tata McGraw Hill, India
References:
1. SELLING TODAY: PARTNERING TO CREATE VALUE by GERALD MANNING, BARRY REECE,
MICHAEL AHEARNE, Pearson Education India
2. SALES AND DISTRIBUTION MANAGEMENT by TAPAN K. PANDA & SUNIL SAHADEV,
OXFORD UNIVERSITY PRESS

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