Republic of the Philippines

Province of Northern Samar

Municipality of Las Navas
COLEGIO DE LAS NAVAS
(The First Community College in the Island of Samar)

CDLN VISION
By 2030, CDLN is a nationally recognized premier community college in
Eastern Visayas Region for higher and advanced professional education, technical-vocational, and training and development.

CDLN MISSION
CDLN is a student-centered environment for transformational learning
experience, producing graduates equipped with personal, professional, and
technical-vocational skills, responsive to the needs of a dynamically changing
global society.
COURSE GUIDE
Course Code Course Title Units/Hours Pre-Requisite
PMAC4 DISTRIBUTION MANAGEMENT Three Units/ 3 hours per week


DAY  MTH  TF  WED  SAT  SUN
NAME OF WS
KRISTINE A. DULAY
FACULTY
TIM
E
Sunday
DAY Monday Tuesday Wednesday Thursday Friday Saturday
CONSULTATION
HOURS 8:00-11:00
TIME
AM

Email Address kristine.dulay@deped.gov.ph Contact Number/s (globe) 09454690937

A. Course Description

This marketing course / subject teach students how to make decisions regarding selling channels and the physical distribution
of products. The course subject addresses channel structures including retailing, wholesaling, and other agency relationships.
Focus is placed on understanding how to design, implement, manage, and evaluate a channel distribution strategy.

B. Expected Learning Outcomes

Learning Outcomes : At the end of the course, the students should be able to;

1. Design a channel strategy to distribute products consistent with the firms‘overall marketing position.

2. Develop a plan to motivate channel members to act in the firm ‘s best interest.

Skills

1. Develop a plan to motivate channel members to act in the firm ‘s best interest.

Values
1. Appreciate the role of distribution theories in distribution or channel strategies.

C. Textbook
D. Suggested Readings and References
References:

Kotler, P. and Armstrong G. (2016). Principles of Marketing 16th Edition. Pearson. • Coughlan, A. and Stern, E. (2006).
Marketing Channels, 7th Edition. Prentice Hall

Farese, L., Grady K. and Woloszyk, C. (2012). Distribution: Unit 7 in Marketing Essentials. OH: The McGraw-Hill Companies,
Inc.

“Molding Holistic Individuals for a Brighter Tomorrow”

 Republic of the Philippines
Province of Northern Samar
Municipality of Las Navas
COLEGIO DE LAS NAVAS
(The First Community College in the Island of Samar)

E. Suggested Methodology :
Describe the teaching-learning strategies or activities that will be used in the course. e.g. lecture,
discussion, research project, write shop, case analysis, problem solving, oral defense.

1. Lecture / discussion
2. Oral Presentation
3. Use of cooperative / active learning strategies such as games, brain storming,
4. Self-assessment
5. Reflective learning experience
6. Major Examinations

F. Course Outline

TIME COURSE CONTENT

WEEK COURSE TOPIC
FRAME

Course Orientation, Grading

3 hours System, Requirements, Relevance
1 of the Course, Sharing on the I OVERVIEW: Marketing
students’ experience on research Channels: Structure and
Functions
I OVERVIEW: Marketing Channels:
Structure and Functions
 Definition and discover

the evolution and

The Emergence of Marketing framework of Marketing

2-3 Channels
6 hours Channels.

 Segmentation of

marketing design
Roles of Marketing Channels

6 hours • Channel Flows and

Supply Side Channel Analysis:
3-4 Efficiency
• Channel Structure and Intensity

5-6 . Gap Analysis source gaps, demand . Gap Analysis source gaps,
demand side vs. supply side gaps

“Molding Holistic Individuals for a Brighter Tomorrow”

 Republic of the Philippines
Province of Northern Samar
Municipality of Las Navas
COLEGIO DE LAS NAVAS
(The First Community College in the Island of Samar)

6 hours side vs. supply side gaps

Channel Power: Getting It, Using It, Keeping

7-9 It
- Managing Conflict to Increase
• Channel Coordination
9 hours

MIDTERM EXAMINATION

Components of Marketing Difference among Retailing,

Wholesaling and Mega Selling in
Channels
Marketing Channels
10-11
6 hours Relationships in Marketing • Comprehend Product Movement
Channels and know how physical
distribution works.

- Vertical Integration
12-13 Vertical Integration in Distribution in Distribution
6 hours

Procedures of channel,

planning, coordinating,

organizing, and channel

14-15
Channel Management controlling in the external
6 hours
and internal environment.

• Internal and External

Channel Environment
Global Retailers and their
Global Retailers and their
Channels of Distribution •
Channels of Distribution • Global
Global Challenges and
16-17 Challenges and Opportunities
Opportunities
6 hours
Research about the new millennium
Research about the new
of Channel Management
millennium of Channel
Management

G. CRITERIA FOR EVALUATING STUDENT PERFORMANCE/ASSESSING THE STUDENTS

1. There will be two grading periods for a regular semester, midterm period and final period.

“Molding Holistic Individuals for a Brighter Tomorrow”

 Republic of the Philippines
Province of Northern Samar
Municipality of Las Navas
COLEGIO DE LAS NAVAS
(The First Community College in the Island of Samar)

2. Assessments will be in three forms: (a) written works such as pen-and-paper tests, (b) performance tasks such as
recitation, individual/group presentation, demonstration, etc, and (c) major exams (final).
3. For classes on a regular semester, the midterm grade shall be comprised of written works, performance tasks, and
midterm exam. The final grade on the other hand shall be comprised of accumulated written works, accumulated
performance tasks, , midterm exam, and final exam.
4. Percentages for each grade component in computing the midterm and final are shown on the first table below. The
computed midterm and final percentage grades will then be re-transmuted into point-grade equivalents and codes using
the second table.

Grade Component Midterm Grade Final Grade

Written Works 30% 30%
Performance Tasks 30% 30%
Major Exam 40% 15%
Research Output 25%

Grade Percent Letter Description Grade Percent Letter Description

Equivalent Equivalent
4.00 97-100 A+ Excellent 2.00 75-77 C- Passed
3.75 94-96 A Superior 1.00 Below 75 D Failed
3.50 91-93 A- Very Good INC Incomplete
3.25 88-90 B+ Good OD Officially Dropped
3.00 85-87 B Very Satisfactory UD Unofficially Dropped
2.75 83-84 B- Satisfactory NC No Credit
2.50 80-82 C+ Average FA Failure Due to Excessive
Absences
2.25 78-79 C Fair

RUBRICS

ORAL PRESENTATION

CRITERIA 4-Exemplary 3-Accomplished 2-Developing 1-Beginning

Content and Organization Demonstrates Has somewhat Attempts to discuss Does not discuss the
of Ideas full knowledge discuss the topic the topic but topic clearly. Does not
on the topic clearly and able provide insufficient have grasp of
through clear to answer some data to the class. information and cannot
explanation and questions of the Uncomfortable to answer questions
elaboration. class. answer questions. raised.
Able to answer
all the questions
“Molding Holistic Individuals for a Brighter Tomorrow”
 Republic of the Philippines
Province of Northern Samar
Municipality of Las Navas
COLEGIO DE LAS NAVAS
(The First Community College in the Island of Samar)

being raised by
the class.
Delivery Speaks fluently Speaks fluently Displays Speaks in unclear
and holds the and holds the uncomfortable use voice, and monotonous
attention of the attention of the of language and tone which causes to
class. class. displays minimal audience to disengage.
eye contact with
the audience.
Audience Impact Demonstrates Shows some Shows little Fails to encourage the
strong and enthusiasm from enthusiasm and audience to listen to
significant the audience. impact to the the presentation.
impact to the audience.
audience.
Timelines and Presentation Presentation Presentation finish Too long or too short
Promptness finish before or finish few 10 or more minutes presentation as
within the minutes after after the allotted expected to the allotted
allotted time allotted time time given. time given.
given. given.

H. Class Policies

1. Classes will start on time. It is the responsibility of a student to come to class promptly and regularly.
2. A student should be responsible for any missed lessons, written works, performance tasks, or major exams.
3. A student who accumulates absences beyond 10.8 hours will automatically receive a grade of zero.
4. Cheating or any act of academic dishonesty is a MAJOR offense with corresponding sanction.
5. Active participation in class activities is expected.
6. Mobile phones and other electronic devices must be kept in silent mode and must NOT BE USED during class.
7. There will be no borrowing of pens or asking papers during exams.
8. Practice RESPECT, HONESTY and HUMILITY at all times.
9. Maintain cleanliness and orderliness at all times.
10. Teacher may give bonus points for the students with complete attendance.
11. Maintain courtesy and cooperation at all times.

I. Note:

Please note that the above schedule for lectures, class discussion and other activities can be modified or revised if
unforeseen circumstances dictate so or the changes are justified to address the needs or in the best interest of students.

Effective Date: Date Revised: Signature

Prepared by: KRISTINE A. DULAY Faculty

Reviewed by: DR. IMELDA T. VALENZUELA Dept. Head

Recommending Approval: DR. FELICULA G. QUILCOL Executive Dean

Approved : GREGORIO M. ORSOLINO College Administrator

“Molding Holistic Individuals for a Brighter Tomorrow”

 Republic of the Philippines
Province of Northern Samar
Municipality of Las Navas
COLEGIO DE LAS NAVAS
(The First Community College in the Island of Samar)

“Molding Holistic Individuals for a Brighter Tomorrow”