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Sales & Distribution MGMT Syllabus

This document outlines the course content for a Master's program in Sales and Distribution Management. The course is divided into 6 units covering topics such as the basics of sales management, personal selling and sales force recruitment, sales budgeting and territories, distribution management, channel institutions and designing channel systems, and channel management and supply chain management. Each unit includes 2 chapters that delve deeper into the topics and include case studies. The course aims to provide students with an understanding of key concepts and strategies for managing an effective sales and distribution operation.

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Sudip Parajuli
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229 views3 pages

Sales & Distribution MGMT Syllabus

This document outlines the course content for a Master's program in Sales and Distribution Management. The course is divided into 6 units covering topics such as the basics of sales management, personal selling and sales force recruitment, sales budgeting and territories, distribution management, channel institutions and designing channel systems, and channel management and supply chain management. Each unit includes 2 chapters that delve deeper into the topics and include case studies. The course aims to provide students with an understanding of key concepts and strategies for managing an effective sales and distribution operation.

Uploaded by

Sudip Parajuli
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PDF, TXT or read online on Scribd
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UNIT - 01

BASICS OF SALES MANAGEMENT:



Chapter I
Introduction - Objectives - Determination of functions - Interrelationship with Functional
Departments - Organisational Structure of Sales Department - Roles and Skills of Modern Sales
Manager -Responsibilities of Sales Managers - case studies.

Chapter II
Sales Management vs. Marketing Management - Salesmanship - Concepts - Selling process -
Focus on customer satisfaction and building seller customer relationship - Sales Force
Management - career in field sales management - Emerging Trends in Sales Management -
Linking Sales and Distribution Management - Case studies

UNIT - 02
PERSONAL SELLING & SALES FORCE RECRUITMENT:

Chapter III
Personal Selling: Concepts - Objectives - Buying Decision Process - Buying Situations - Effective
Communication - Sales Knowledge and Related Marketing Polices - Personal Selling Process -
Strategies - Determining the Kinds of sales Personnel - Determining Sales Force Size - - customer
oriented selling strategies - Case studies.

Chapter IV
Sales Force Recruitment: Selection - Training - Motivation - Compensation - Evaluation &
supervision - Managing Expenses of Sales Personnel - Sales Meetings and Sales Contests - case
studies.

UNIT - 03
SALES BUDGETING, TERRITORIES & QUOTAS:

Chapter V
Strategic Planning - Developing Sales Forecast - Forecasting Approaches - Sales Budget:
Purpose - Form and Content - Process - Sales Audit - Sales Analysis - Marketing Cost Analysis -
case studies.

Chapter VI
Sales Territories: Definition - Designing Process - Assigning Salespeople to Territories - Managing
Territorial Coverage - Sales Quotas: Objectives - Types - Quota-setting Procedure - Administering
the quota system - Reasons for not using Sales quotas - case studies.

UNIT - 04
DISTRIBUTION MANAGEMENT BASICS:

Vinayaka Missions University,Directorate of Distance Education
Salem India
MASTER OF BUSINESS ADMINISTRATION
2 Yr.
MAJOR XI SALES AND DISTRIBUTION MANAGEMENT(2041247)
Chapter VII
Physical distribution - Definition, Importance - participants in physical
distribution process - Distribution Channel Strategies - Patterns of Distribution - case studies.

Chapter VIII
Marketing Channels - Definition & Importance - Different forms of channels - Functions of
Marketing Channels - Unconventional channels - Channels for Consumer goods, Industrial Goods
& Services - Integrated Marketing Channels - Horizontal, Vertical, Multi channel marketing
Systems - International Marketing Channels - Case studies

UNIT - 05
CHANNEL INSTITUTION & DESIGNING CHANNEL SYSTEM:

Chapter IX
Retailing: Definition - Types - Roles - Strategies - Retail Performance Measures - Store Design -
Franchising - e-tailing - Foreign Direct Investment (FDI) in India - Wholesaling: Concepts -
Functions - Classifications - Key Tasks - Trends - Future of wholesaling in India - case studies.

Chapter X
Designing Channel System: Influencing Factors - Channel Design and Planning Process -
Selecting Channel Partners - Training, Motivating and Evaluating Channel Members - Channel
Design Comparison Factors - Channel Design Implementation - case studies.

UNIT - 06
CHANNEL MANAGEMENT & SUPPLY CHAIN MANAGEMENT:

Chapter XI
Channel Management - Concepts - Principles - Channel Policies - Channel Selection Process &
criteria - Channel Conflicts & Techniques to resolve channel conflicts - Channel Information
System: Elements - Channel Performance Evaluation - Channel Implementation - Case studies.

Chapter XII
Logistics - Scope - Activities - Extension into Supply Chain Management - Supply Chain
Management - concept - significance - components - Types - Cost of Services - Performance
Measurement - Overview of Supply Chain Models and Modeling Systems - Building blocks of a
supply chain network - Business processes in supply chains - Case Studies


REFERENCE BOOKS:
1. Richard R. Still, Edward W. Cundiff & Goveni, "Sales Management", PHI Pub
2. Havaldar.VK & Cavale.VM,Sales and Distribution Maangement: Text and Cases, TMH.
3. Charles M. Futvell, "Sales Management, Team Work, Leadership & Technology", Thomson
learning, South Western, 6th ed. 2003.
4. Channel Management -Stern - El Ansary
5. P.K. Sahu, K.C. Raut, Salesmanship & Sales Management, Vikas Pub, 3rd rev.ed.
6. Earl D. Honeycutt, John B. ford, Antonis S. Simintiras, "Sales Management: A Global
Perspective, Routledge Pub.
7. Distribution Management - S. Eliton
8. Sales and Distribution Management - S. L. Gupta
9. Channel Management & Retail Management - Meenal Dhotre
10. Marketing - Bovee, Thill. Marketing Management - Philip Kotler

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