|Course Type||Course Code||No. Of Credits|
Semester and Year Offered:
Course Coordinator and Team: Prof. Kartik Dave
Email of course coordinator: firstname.lastname@example.org
Course Objective: The course aims to impart skills and knowledge needed to manage sales force and distribution function so as to gain competitive advantage.
Brief description of modules/ Main modules:
Unit 1: Understanding Channel Intermediaries (4 Hours)
Role of the intermediary; Evolution of channel structures; Reverse distribution; Distributor & retailer management; Channel designing &multi channel marketing; Channel designing approach: Multi channel designs; Dilemmas in channel correction; Make or buy decision in channel management.
Unit 2: Managing Marketing Channels (4 Hours)
The need for channel management, Channel conflict, Channel Power, Operational issues in channel Management, Legal aspects of channel management
Unit 3: Measuring - Marketing Channel Performance (2 Hours)
Effectiveness, equity, efficiency, tracking mechanisms
Unit 4: Physical distribution (4 Hours)
Physical distribution system; functional areas of logistics; logistics integration for customer satisfaction; Distribution costs; Control and customer service; Supply chain management (SCM); Integration of sales and distribution strategy
Unit 5: Introduction to Sales Management (6 Hours)
Objectives of sales management; Interface of sales with different functions; Theories of selling; AIDAS theory; Buying formulae; Need satisfaction selling; Features vs benefits, sales target setting, setting sales objectives; Sales forecasting, policies affecting sales.
Unit 6: Sales force Design (4 Hours)
The sales executive, functions, qualities required; Structure of sales organization; Centralization vs Decentralization; Interface of sales organization.
Unit 7: Sales Force Management (4 Hours)
Personnel management, recruitment, training programs, sales force motivation; Personal relationship in channel management; Evaluation of performance; Upward delegation
Unit 8: Sales Administration (4 Hours)
Sales budgets; Sales territories; Sales force conflicts; Credit controls; Trade communications; Sales reporting & monitoring; People management skills; Common malpractices.
Assessment Details with weights:
Case analysis and Role plays