- Teacher: Sheetal Bura
Course Description:
The cut-throat competition in the market place has led the growth of sales and distribution management in an apex heights. Hence knowledge, skills, and theoretical underpinnings related to sales and distribution management are the key for success of a management graduates. Keeping in mind the contemporary relevance of the sales and distribution management in this course materials have integrated all the possible dimensions of sales and distribution management to facilitate the learners for maximum integrated learning of sales concepts, nature, role and functions to challenge the cut throat competition in the contemporary market place between marketers, and sales organizations.
Course Outcomes:
CO.1 UNDERSTAND core concepts of Sales Management.
CO.2 IDENTIFY Methods of Sales Control.
CO.3 DETERMINE the role of Personal Selling.
CO.4 APPLY the concepts, strategies, and applications involved in Distribution related decision.
CO.5 UNDERSTAND the concept of Warehousing.
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Course Content |
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Unit no |
Topic |
Content |
No of Lectures |
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1 |
Sales and Distribution Management: Nature, Concept and Scope |
Sales Management —What is Sales Management? —Sales Management and the Environment —Sales and Other Departments —The Scope of Sales Management —Characteristics of the Sales Job —Categories of Salespersons —The Role of a Salesperson— Sales-Related Marketing Policies —Sales and Advertising —Sales & Distribution—Sales and pricing—The Sales Management Process —Implementing the Sales Programme —Evaluation Control of the Sales Programme —Sales Management and Control —Formal Control—Key Account Management —Building Relationships with Key Accounts —Tactics of Relationship Selling |
8 |
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2 |
Sales Budgeting and Control |
Sales Budgeting and Control —Purpose of Sales Budget —Methods of Sales Budgeting—Preparation of Sales Budget —Sales Control — Purpose of Sales Control —Sales Control System —Methods of Sales Control —Sales Analysis —Marketing Cost Analysis —Sales Management Audit —Sales Quotas —Purpose of Sales Quotas —Controlling Sales Person’s Activities —Types of Sales Quotas —Sales Volume Quotas —Methods of Setting Sales Volume Quotas —Limitations of Sales Quotas —Administration of Quota System —Sales Territories — Developing Territories —Objectives and Criteria for Territory Formation —Purpose of Sales Territories |
8 |
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3
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Personal Selling |
Personal Selling: AIDAS Theory of Selling, “Right set of Circumstances” Theory, “Buying Formula” Theory, “Behavioral Equation” Theory Salesmanship and Sales-Promotion Concept, Essential Qualities of Successful Salesman Motivating & Compensating Sales Personnel Motivation “Help from management”, Financial Motivation Techniques, Non-Financial Motivation Techniques, Devising a Sales Compensation Plan, Types of Compensation Plan, Fringe Benefits, Negotiating Skills. |
8
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4 |
Distribution |
Distribution Plan—Elements of Distribution & Cost Implications— Network Design —Direct Delivery—Distribution Centre Network— Supplier Milk Run—Choosing a Network Configuration—Quality Control Monitoring —Supply tracking—Performance measurement— End user monitoring |
8 |
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5 |
Warehousing and Inventory Management |
Warehousing and Inventory Management Definition—Global Warehouses—Field Warehouses—Policies and Procedures—Types of Warehouse Space—Basic Principles of Warehouse and Inventory Management—How to Select and Set-Up a Warehouse—Determining Storage Requirements—Warehouse Preparation Planning—Aspects to consider when managing Warehouse Operations—Resource Requirements—Legal Considerations |
8 |
Learning Resources:
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Sno |
Type |
Details |
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1 |
Recommended Text Book |
1. Sales & Distribution Management – Text & Cases (2nd Edition), Krishna K. Havaldar, Vasant M. Cavale, Tata McGraw-Hill |
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2 |
Reference Books |
1. Sales Management: Decisions, Strategies & Cases, Richard R. Still, Edward W. Cundiff, Norman A.P. Govoni, Pearson Education, Latest Edition 2. Sales Management: Concepts Practice, and Cases, Johnson F.M., Kurtz D.L., Scheuing E.E., Tata McGraw- Hill, Latest Edition 3. Selling & Sales Management, David Jobber, Geoffrey Lancaster, Pearson Education,Latest Edition 4. Sales Management, Tanner, Honeycutt, Erffmeyer, Pearson Education, Latest Edition 5. Sales Force Management, Mark W. Johnston, Greg W. Marshall, Tata McGraw-Hill,Latest Edition 6. Sales Management, William L. Cron, Thomas E. DeCarlo, Wiley, Latest Edition 7. Sales & Distribution Management, Dr. S. L. Gupta, Excel, Latest Edition |
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3 |
Recommended Research Journals |
1. Journal of Sales, Service and Marketing Research 2. Journal of Marketing Research 3. International Journal of Sales & Marketing Management Research and Development (IJSMMRD) |
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4 |
Recommended Magazines |
1. Sales & Marketing Management 2. Healthcare Sales and Marketing Magazine 3. Direct Marketing News |
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5 |
Recommended Journal |
1. International Journal of Retail & Distribution Management 2. Journal of Personal Selling & Sales Management, Volume 42, Issue 1 (2022) |
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6 |
Recommended Websites |
1. https://www.marketingprofs.com/ 3. https://contentmarketinginstitute.com/ |
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7 |
Recommended Tech- Talks |
1. The Secrets That Drive Us To Greater Success: Jon Gordon at TEDxHilliard 2. You are contagious: Vanessa Van Edwards at TEDxLondon 3. The greatest TED Talk ever sold: Morgan Spurlock at TED 4. Patrick Renvoise – Is there a Buy Button inside the brain. |
- Teacher: Prasad Deshpande
- Teacher: Mr. Ajit Dalavi