SALES & DISTRIBUTION MANAGEMENT
Prof. Punyaslok Dhall
- Course Description
Sales and Distribution is the most vital subject in Marketing Management. The ways company do business has undergone several changes over past few years, particularly with the concepts of globalization and digital marketing. The very existence of the company is dependent on the sales of its products and services. With business going beyond the national boundaries the distribution aspect of the marketing is not only becoming critical for the company, but also becoming highly complex to implement. Hence the exposure to the concepts of sales and distribution is highly essential for students of marketing.
The objective of the course is to familiarize the students with different selling theories, personal selling steps, different activities in sales, sales organization structure, recruitment and selection, compensation, motivation in selling domain.
The participants will also be exposed to different distribution network, designing principles of distribution network, channel management, channel conflicts and conflict resolutions.
2. Student Learning Outcomes
After completion of this course, the participants will be able to achieve the following objectives:
Enable the participants to have an overall sales orientation
Enable the participants to close the deals successfully
Enable the participants to manage the complexities of distribution channel effectively
Enable the participants to lead a motivated sales team
3. Organization and Delivery of the Course
The course has 12 online sessions. Each session is for 75 minutes. The sessions are synchronized with the book chapter, cases, research articles, role-plays and consolidated power point slides. The course will be covered through live lectures, where the instructor will make effort to explain the concepts with real life examples. The live lectures will include case analysis to have a firm grasp of the concepts being discussed. The participants will undertake an elaborate corporate project which will involve application of concepts covered in the live sessions.
4. Course Resources
Text Book – Marketing Management - Kotler and Keller 15th edition
Still. R.R., Cundiff, E.W., Govoni, N.A.P., Sales Management – Decisions, Strategy and Cases, Pearson Education Inc., Eighth Impression
Spiro R.L, Stanton W.J, Rich G.A, Management of Sales Force
Lancaster G., Jobber D, Selling and Sales Management
Das Gupta V., Sales Management, In the Indian Perspective
Reilly T., Value Added Selling
Supply Chain Management: Strategy & Analysis, Chopra, S. & Meindl
In addition to this, power point slides, published full length cases, and other course write-ups will be provided.