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Gujarat Technological University

This document outlines the course details for a Master of Business Administration program course titled "Sales and Distribution Management". The 36 session course aims to help students understand the importance of sales and distribution functions in business and develop insights into strategic competitive advantages through these functions. The course covers topics like sales management, organizing sales efforts, sales force management, distribution management, designing channel systems, and channel management. Students will be evaluated continuously through assignments, projects, quizzes and exams. The course uses lectures, case discussions, audio-visual materials, and industry expert guest lectures for instruction.

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Vaidehi Shukla
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106 views3 pages

Gujarat Technological University

This document outlines the course details for a Master of Business Administration program course titled "Sales and Distribution Management". The 36 session course aims to help students understand the importance of sales and distribution functions in business and develop insights into strategic competitive advantages through these functions. The course covers topics like sales management, organizing sales efforts, sales force management, distribution management, designing channel systems, and channel management. Students will be evaluated continuously through assignments, projects, quizzes and exams. The course uses lectures, case discussions, audio-visual materials, and industry expert guest lectures for instruction.

Uploaded by

Vaidehi Shukla
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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GUJARAT TECHNOLOGICAL UNIVERSITY

MASTER OF BUSINESS ADMINISTRATION


Year – 2 (Semester – III) (W.E.F. Academic Year 2018-19)

Specialization: Marketing Management


Subject Name: Sales and Distribution Management (SDM)
Subject Code: 3539213

1. Learning Outcome:
 Understand the importance of Sales & Distribution functions as integral part of marketing
function in a business firm.
 Develop insights regarding strategic competitive advantage. through Sales and Distribution
function
 Develop understanding of the various aspects encompassing sales management, logistics
and distribution management.

2. Course Duration: The course duration is of 36 sessions of 75 minutes each.

3. Course Contents:
70 Marks
Module No. of
Modules / Sub-Modules (External
No. Sessions
Evaluation)
Introduction to Sales Management
Nature and Importance of sales management, Role of a Sales
Manager, Types of sales management positions, theories of
personal selling, personal selling objectives, sales forecasting
I methods, Sales Related Marketing Policies 9 18
Organizing& Driving Sales Efforts
Personal Selling Process, Kind and Size of the Sales Force, Sales
Organization Structures, Sales Territories & Quotas, Sales
Budgets, Sales Promotions, Sales Technology
Sales Force Management
Sales Job Analysis, Recruitment & Selection (Briefly – specific to
Sales Jobs), Sales Training – Need & Types, Sales Force
II 9 18
Compensation Structure & Motivation Tools, Sales Contests
Sales Force Supervision: Sales Expenses, Sales Performance
Evaluation, Sales Reports, Sales Audits, Ethics in Sales
Distribution Management
Introduction, need and scope of distribution management,
marketing channels strategy, levels of channels, functions of
III 9 17
channel partners, evolution & possible channel formats.
Designing channel systems
Channel Intensity, Selecting Channel Partners
Channel Management
Channel Policies, Power Bases in managing channel partners,
conflict management
Channel Institutions - retailing &wholesaling.
Market logistics and supply chain management
Definition & scope of logistics, Components of logistics, inventory
IV &warehouse management, transportation, technology in logistics 9 17
and SCM, channel information systems, distribution management
in international markets.
Practical:
 Interview sales people from various industries/sectors and
understand personal selling process practically.
 Visit wholesalers and understand their territorial plans
 Visit different retail stores and analyze point of sale
displays.
 Visit various supermarkets and compare them on the basis
(30 Marks
V of assortments and services.
CEC)
 Understand process of personal selling of multilevel
marketing channels and medical representatives.
 Understand supply chain of various e commerce
companies.
 Understand in detail unique distribution projects like ITC
E-Choupal, Mumbai Dabbawala, HUL project Shakti etc.
 Omni-channel Strategy & Insights (OSI).

4. Teaching Methods:

The course will use the following pedagogical tools:


 Lectures
 Case Discussions and Role Playing
 Audio-visual Material (Using CDs/Clippings/ online videos)
 Assignments and Presentations
 Experts from industry in sales and distribution management can be invited frequently
to share practical knowledge.

5. Evaluation:

The evaluation of participants will be on continuous basis comprising of the following


Elements:
Continuous Evaluation Component comprising of
A
Projects / Assignments / Quiz / Class Participation /
(Internal Assessment- 50 Marks)
Class test / Presentation on specific topic etc.
B Mid-Semester examination
(Internal Assessment-30 Marks)
C End –Semester Examination (External Assessment-70 Marks)
6. Reference Books:

Sr. No. Author Name of the Book Publisher Year of


Publication
Krishna K. Havaldar, Sales & Distribution McGraw
1 Latest Edition
Vasant M. Cavale Management Hill
Richard R. Still, Sales and Distribution
Edward W. Cundiff, Management : Pearson
2 Latest Edition
Norman A.P. Govoni Decisions,
Sandeep Puri Strategies & Cases
Sales and Distribution Vikas
3 Ramendra Singh Management – A Publishing Latest Edition
Practic-Based Approach House Pvt. Ltd
Dr. S. L. Gupta Sales & Distribution
4 Excel Books Latest Edition
Management
Panda Tapan K., Sales & Distribution
5 Oxford Latest Edition
Sahadev Sunil Management
David Jobber, Sales & Distribution
6 Pearson Latest Edition
Geoffrey Lancaster Management
Johnson F.M., Sales Management:
McGraw
7 Kurtz D.L., Concepts, Practice, Latest Edition
Hill
Scheuing E.E. and Cases
Note: Wherever the standard books are not available for the topic appropriate print and online
resources, journals and books published by different authors may be prescribed.
7. List of Journals / Periodicals / Magazines / Newspapers, etc.
1. Professional selling
2. Journal of Personal Selling & Sales Management
3. Journal of Marketing Channels
4. Journal of Supply Chain Management
5. International Journal of Retail and Distribution Management

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