D Y Patil International University, Akurdi, Pune : Search results

Program				Year of Study		Semester	Course Type
M.B.A-DB				II Year		IV	Core Course

Course full title				Retailing
Course short title				RL
Course code				MA404
Course credit				4

Reviewed By				Dean / Academic In-Charge

Course Description				This course will introduce you Retailing. Retailing refers to the range of activities undertaken in the retail store by the retailers as well as the brand to promote the products to the customers in order to generate awareness, interest, and sales. In simple words, everything from the interior and exterior of the retail store, to in-store advertisements, product placements, offers and promotions, and the behaviour of store representatives comes under retail marketing.

Course Outcomes (CO) / Learning Outcomes
CO 1			To provide insights into all functional areas of retailing
CO 2			To give an account of essential principles of retailing.
CO 3			To give a perspective of the Indian retailing scenario.
CO 4			To give an insight on Retail Planning, Administration.
CO 5			To explain the Retail communication , Merchandising Pricing
CO6			ELABORATE on the various aspects of Mall Management & Challenges to Indian Retail sector
Course Content
Unit No.		Topics			Content			No of Sessions
1		Introduction to Retail ailing, Retail Environment & Retail Classification			Overview of Retailing: Definition, Scope, Role of Retailer in the Channel of Distribution, Benefits of Retailing, Functions of Retailers Retailing Environment: Economic Environment – Legal Environment – Technological Environment – Competitive Environment Classification of Retailers: Classification by Ownership – Independent Stores – Chain stores – Franchise Stores – leased Departments – Cooperatives , Classification by Strategy – General Merchandise Retailers – Discount Stores – Specialty Stores – Off Price Retailers , Classification by Product Line – Department stores – Supermarkets – Hypermarkets – Convenience Stores - Services retailing. Non Traditional Retail Classifications: Non store retailer – Direct Marketing – Catalog Marketing– Telemarketing – TV Home shopping – Automatic vending – E – Tailing – Malls and other formats			10
2		Retail Location, Administration, Planning			Retail Location & Site Selection: Types of retail locations, Steps involved in choosing a retail location, Methods of evaluating a trading area, Store Layout, Design &Visual Merchandising: Store planning, Store Design and the retailing mix, Space mix, effective space management, Store layout Retail Administration: Store management, Human resource management, Information System & SCM Planning Merchandise Assortment: Organizing the buying process by categories- Category Management – The Buying Organization – Setting Financial Objectives for the Merchandise Plan – Gross Margin Return On Inventory Management (GMROI), Measuring Inventory Turnover – Sales Forecasting – Assortment Planning Process – Variety – Assortment – Product Availability – Tradeoffs between Variety, Assortment and Product Availability – Assortment Plan, Product Mix Trends.			10
3		Merchandising Pricing & Retail Communication			Merchandise Pricing: Setting the Retail Price- Pricing Objectives – Pricing strategies – Pricing Methods – Pricing Adjustments – Price Discrimination Retail Communication Mix: Role of Communication in Retailing – Methods of communication – Planning the Retail Communication Programs – Implementing and Evaluating the Retail Communication Programs			10
4		Mall Management & Challenges to Indian Retail sector			Mall Management: Major players nationally & internationally, Role of promoter, developer& retailer: selecting tenant stores, Managing experience, target footfalls & their conversion to sales. Identifying customers, differentiating the mall, real estate pricing, measuring duration & sequence of visit, Number & nature of outlets visited &spend of share of wallet across the tenants. Challenges to Indian Retail Sector: Political & legal, economic, real estate pricing, customer coming of age to shop in organized sector			10
					Total lectures			40

Learning Resources
1	Recommended Reference Book				1. Retail Management by Gibson Vedamani , Jaico Books 2. Retailing by Patrick Dunne, Robert Lusch, David Griffith, Cengage Learning, Indian reprint. 3. Retail Marketing Management by David Gilbert, Pearson Publication. 4. Retail Management, Arif Sheikh, Himalaya Publishing
2	Recommended Text Book				1. Retailing Management by Michael Levy & Barton Weitz, TMGH, 5th Edition 2. Retailing Management by Swapna Pradhan , TMGH
3	Recommended Research Journals				Organized Retailing in India: Upstream Channel Structure and Management by Dabas, Chitra Srivastava; Sternquist, Brenda; Mahi, Humaira., Journal of Business & Industrial Marketing, 2012, Vol. 27 Issue 3 India: Shopping with the Family by Sheth, Kartik N.; Vittal, Ireena., McKinsey Quarterly, 2007, Issue 4 The Future of Shopping by Rigby, Darrell.,Harvard Business Review, Dec2011, Vol. 89 Issue 12 The Wheelof Retailing byHollander, Stanley C., Journal of Marketing, Jul1960, Vol. 25 Issue 1 The Mall as Bazaar: How Kiosks Influence Consumer Shopping Behavior by Runyan, Rodney; Kim, Jung-Hwan; Baker, Julie., Journal of Marketing Management. Feb2012, Vol. 28 Issue 1/2, p85-102.
4	Recommended Websites				http://www.cci.in/pdf/surveys_reports/indias_retail_sector.pdf http://www.indiaretailing.com/ http://www.imagesretail.com/

Teacher: Prasad Deshpande

Category: Marketing Analytics (2024-2025)

Robo Advisors and Systematic Trading

Teacher: Ms Anuradha Patil

Category: FinTech (2023)

Rural / Societal or Small Industry Internship

Category: SEM-II

Sales and Distribution Management

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.

Course Content
Unit no	Topic	Content	No of Lectures
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
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
3	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
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
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:

Sno	Type	Details
1	Recommended Text Book	1. Sales & Distribution Management – Text & Cases (2nd Edition), Krishna K. Havaldar, Vasant M. Cavale, Tata McGraw-Hill
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
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)
4	Recommended Magazines	1. Sales & Marketing Management 2. Healthcare Sales and Marketing Magazine 3. Direct Marketing News
5	Recommended Journal	1. International Journal of Retail & Distribution Management 2. Journal of Personal Selling & Sales Management, Volume 42, Issue 1 (2022)
6	Recommended Websites	1. https://www.marketingprofs.com/ 2. https://www.hubspot.com/ 3. https://contentmarketinginstitute.com/
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.