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    Sales and Distribution Management PDF

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    Amit Sorathiya
    This document outlines the Sales & Distribution Management course for the Master of Business Administration program at Gujarat Technological University. The 36-session course aims to help students understand sales and distribution functions as integral parts of marketing. It covers topics like personal selling strategies, sales processes, designing sales territories and quotas, distribution channels, logistics, and international distribution management. Students will learn through case discussions, projects, assignments, and practical training sessions focused on sales techniques, distribution partnerships, and goal-setting. Performance is evaluated through internal and external assessments testing both theoretical knowledge and practical application.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    Sales and Distribution Management PDF

    Uploaded by

    Amit Sorathiya
    2K views4 pages
    This document outlines the Sales & Distribution Management course for the Master of Business Administration program at Gujarat Technological University. The 36-session course aims to help students understand sales and distribution functions as integral parts of marketing. It covers topics like personal selling strategies, sales processes, designing sales territories and quotas, distribution channels, logistics, and international distribution management. Students will learn through case discussions, projects, assignments, and practical training sessions focused on sales techniques, distribution partnerships, and goal-setting. Performance is evaluated through internal and external assessments testing both theoretical knowledge and practical application.

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    2830103_Sales and Distribution Management.pdf

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    This document outlines the Sales & Distribution Management course for the Master of Business Administration program at Gujarat Technological University. The 36-session course aims to help students understand sales and distribution functions as integral parts of marketing. It covers topics like personal selling strategies, sales processes, designing sales territories and quotas, distribution channels, logistics, and international distribution management. Students will learn through case discussions, projects, assignments, and practical training sessions focused on sales techniques, distribution partnerships, and goal-setting. Performance is evaluated through internal and external assessments testing both theoretical knowledge and practical application.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    2K views4 pages

    Sales and Distribution Management PDF

    Uploaded by

    Amit Sorathiya
    This document outlines the Sales & Distribution Management course for the Master of Business Administration program at Gujarat Technological University. The 36-session course aims to help students understand sales and distribution functions as integral parts of marketing. It covers topics like personal selling strategies, sales processes, designing sales territories and quotas, distribution channels, logistics, and international distribution management. Students will learn through case discussions, projects, assignments, and practical training sessions focused on sales techniques, distribution partnerships, and goal-setting. Performance is evaluated through internal and external assessments testing both theoretical knowledge and practical application.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 4

    GUJARAT TECHNOLOGICAL UNIVERSITY

    MASTER OF BUSINESS ADMINISTRATION (Global Program)


    Year II (Semester III) (W.E.F. January 2014)

    Specialization: Marketing Management


    Subject Name: Sales & Distribution Management (SDM)
    Subject Code: 2830103
    1. Course Objective:
    The objective of this course is to help students understand the Sales & Distribution functions as
    integral part of marketing functions in a business firm. Globalization, increased competition,
    rapid changes in communication and information technology and need for higher level of
    customer orientation have made sales and distribution management extremely important. This
    course will make students appreciate the role of sales managers in the context of Indian
    economy with particular reference to essential consumer and industrial goods and services.
    2. Course Duration: The course duration is of 36 sessions of 75 minutes each i.e. 45 hours.

    3. Course Contents:
    Module
    No.

    II

    IV

    Modules / Sub-Modules
    Introduction to Sales & Distribution Management:
    Nature and scope of salesmanagement, personal selling
    objectives,Types of sales management positions,
    Theories
    of personal selling, personal selling strategies, case
    analysis.
    Personal Selling Process, Sales Territories & Quotas:
    Selling process, relationship selling,Designing Sales
    Territories, sales quotas, case Analysis
    Distribution Management: Introduction, need and
    scope of distribution management, marketing channels
    strategy, levels of channels, institutions for channelsretailing wholesaling, designing channel systems,
    channel management, case analysis.

    Sessions

    70 Marks
    (External
    Evaluation)

    17

    17

    18

    Market logistics and supply chain management:


    Definition & scope of logistics,Components of logistics,
    inventory
    &warehouse
    management,
    transportation,channel information systems, distribution
    management in international markets, Caseanalysis.

    18

    Practical and Training sessions can include any


    combination of the following topics

    What to do to increase business with distribution partner?


    How to sale and how to forecast Sales
    How to take Budgeting Decisions
    How to Employing the right people and developing a
    team
    How to Developed sales strategies
    How to Use technology to improve sales
    How to Set Goals together
    Trainings for distributors sales and technical support
    Monthly newsletters to the distributors with product and
    other news
    Quarterly supply of updated sales and technical
    presentations
    Provision of samples, demo and evaluation units.
    Regular value-added meetings
    Sales activities
    Define target customers groups in specific industry sectors
    Pro-active search for key players in defined verticals
    etc

    Internal
    Evaluation
    (20 Marks
    of CEC)

    4. Teaching Methods:
    The course will use the following pedagogical tools:
    (a) Discussion on concepts and issues on Sales & Distribution Management.
    (b) Case discussion covering a cross section of Sales & Distribution Management.
    (c) Projects/ Assignments/ Quizzes/ Class participation etc
    5. Evaluation:
    A

    Projects/Assignments/Quiz/Class Participation, etc.

    Mid-Semester Examination

    End-Semester Examination
    (Min. 30% Theory and Mon. 70% Practical)

    Weightage (50%)
    (Internal Assessment)
    Weightage (30%)
    (Internal Assessment)
    Weightage (70%)
    (External Assessment)

    6. Basic Text Books:


    Sr. No.

    Author

    Name of the Book

    T1

    Krishna K. Havaldar,
    Vasant M. Cavale

    Sales & Distribution


    Management

    Publisher
    Tata McGraw
    Hill

    Year of
    Publication
    Latest Edition

    Richard R. Still,
    Sales Management :
    Edward W. Cundiff,
    Decisions,
    Pearson
    Latest Edition
    Norman A.P. Govoni
    Strategies & Cases
    Johnson F.M.,
    Sales Management:
    Tata McGrawT3
    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.
    T2

    7. Reference Books:
    Sr. No.

    Author

    R1

    Dr. S. L. Gupta

    R2

    R3

    Panda Tapan
    K.,
    Sahadev Sunil
    David Jobber,
    Geoffrey
    Lancaster

    Name of the Book

    Publisher

    Sales & Distribution


    Management
    Sales & Distribution
    Management

    Excel Books.

    Year of
    Publication
    Latest Edition

    Oxford

    Latest Edition

    Sales & Distribution


    Management

    Pearson

    Latest Edition

    8. List of Journals/Periodicals/Magazines/Newspapers, etc.


    Professional selling, Journal of Personal Selling & Sales Mgmt., Journal ofMarketing Channels,
    Journal of Supply Chain Mgmt., International Journal ofRetail and Distribution Mgmt. etc.
    9.Session Plan:
    Session
    Nos.
    1-2
    3-5

    Topics to be covered
    Introduction to Sales & Distribution Management, Nature and scopeof sales
    management, personal selling objectives, Types of salesmanagement positions.
    Theories of personal selling, personal selling strategiesSales forecasting and
    budgeting decisions, emerging trends inselling, ethical leadership.

    6-9
    10-13
    14-17
    18-20
    21-26
    26-28

    29-36

    Personal Selling Process-prospecting, sales presentation, objectionhandling,


    closing the sale and post sales activities
    Relationship selling, Designing Sales Territories, Sales QuotasSales organization
    structures.
    Distribution
    Management,
    Introduction,
    Need
    and
    Scope
    of
    distributionManagement,
    Marketing
    Channels
    strategy,
    levels
    of
    channelsInstitutions for channels- Retailing and Wholesaling
    Designing channel systems, Channel Management and control ,Definition & scope
    of logistics, Components of logistics
    Inventory & Warehouse Management, Transportation, ChannelInformation
    Systems
    Distribution management in international markets.
    Practical and Training sessions can include any combination of the following
    topics
    What to do to increase business with distribution partner?
    How to sale and how to forecast Sales
    How to take Budgeting Decisions
    How to Employing the right people and developing a team
    How to Developed sales strategies
    How to Use technology to improve sales
    How to Set Goals together
    Trainings for distributors sales and technical support
    Monthly newsletters to the distributors with product and other news
    Quarterly supply of updated sales and technical presentations
    Provision of samples, demo and evaluation units.
    Regular value-added meetings
    Sales activities
    Define target customers groups in specific industry sectors
    Pro-active search for key players in defined verticals
    etc

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