Sales and Distribution Management ( Functional Electives Marketing )

Paper Code: 
MBM-523
Credits: 
4.0
Contact Hours: 
40.00
Max. Marks: 
100.00
Objective: 
  • To familiarize the students with the importance of gaining market access and coverage as well as providing customer services through proper design and management of sales force, marketing channels, physical distribution systems in the context of the Indian marketing environment.
  • To make the students understand the key principles of organizing and managing Sales force.
  • To make the students aware of the key principles in designing, managing, evaluating, and modifying marketing channels and physical distribution system in the context of changing Indian marketing environment.
8.00
Unit I: 
Introduction to Sales Management

Nature and Scope of Sales Management, Selling Process and Theories of Selling, Objectives of Personal Selling.

8.00
Unit II: 
Sales Force Management

Recruiting, Selecting, Training & Development of Sales Force, Compensation and Motivation of Sales Personnel, Evaluation of Sales Personnel

8.00
Unit III: 
Sales Management

Sales Forecasting, Designing and Allocation of Territories, Managing Sales Quota, Sales Budgeting and Control.

8.00
Unit IV: 
Distribution Channel Management- An Introduction

Characteristics and significance of Marketing Channels, Channel Design and Planning, Managing Marketing Channels, Evaluation of Channel Performance.

8.00
Unit V: 
Physical Distribution Management

Objectives, Role and importance of Physical Distribution, Components of Physical Distribution, Transportation, Warehousing and Inventory Control System, Significance of Logistics Management.

Essential Readings: 
  • Still, Cundiff, & Govoni: Sales Management, Prentice Hall
References: 
  1. Patrick Forsyth: Marketing and Selling of Professional Services, Kogan Page
  2. Tapan K. Panda and Sunil Sahadev, Sales and Distribution Management, Oxford University Press.
  3. Earl D. Honeycutt, John B. Ford, Antonis C. Simintiras: Sales Management: A Global Perspective, Routledge Group.
  4. Noel Capon: Key Account Management and Planning, The Free Press
  5. Robert L. Jolles: Customer Centered Selling, The Free Press
  6. Neil Rackham: Major Account Sales Strategy, McGraw Hill
  7. Donald J. Bowersox: Strategic Marketing Channel Management, Tata McGraw-Hill
  8. Stern, L. W., El Ansari, A. I. Coughlan, A. T.: Marketing Channels. Prentice Hall
  9. Bert Rosenbloom: Marketing Channels, South-Western
  10. Pingali Venugopal: Marketing Channel Management, Response Books.
  11. Bowersox, Strategic Marketing Channel Management
  12. Futrell, Fundamentals of Selling, Tata McGraw Hill.