MIT SCHOOL OF BUSINESS

PGP – Syllabus Semester IV

Subject Name: Sales and Distribution Management

Subject Code: M-14

1. Introduction to Sales and Distribution Management – Nature and Importance of

Sales Management – Role and Skills of Modern Sales Managers – Sales Objectives,
Strategies, and Tactics – Emerging Trends in Sales Management

2. Personal Selling: Preparation and Process – Introduction: The Psychology in

Selling – Buying decision process – Buying situations or Types of Purchases –
Effective Communication – Sales Knowledge and Sales Related Marketing Policies –
The Sales Process – Transactional and Relationship Selling

3. Planning, Sales Forecasting and Budgeting – Marketing and Personal Selling

Strategies – Sales strategy – Developing Sales Forecast – Forecasting Approaches –
Sales Budget

4. Management of Sales Territories and Quotas – Defining Sales Territory –

Procedure for Designing Sales Territories – Assigning Salespeople to Territories –
Managing Territorial Coverage – Sales Quotas

5. Organizing and Staffing the Sales force – Concepts of Sales Organization – Basic
Types of Sales Organizational Structures – Specialization within the Sales force –
Staffing the Sales force

6. Training, Motivating, Compensating, and Leading the Sales force – Managing the
Sales Training Process – Motivating the Sales force – Compensating the Sales force –
Leading the Sales force

7. Controlling the Sales force – Sales force Expenses – Marketing Audit – Sales force
Audit – Evaluation of Effectiveness of Sales Organization – Evaluating and
Controlling the Performance of Sales people

8. Distribution Management and Marketing Mix – Introduction to Distribution

Management – Need for Distribution Channels – How does Distribution add value?

9. Marketing Channels – Channel levels – Prominent Channel Systems

2006 MIT School of Business, Pune 1

10. Designing Channel Systems – Channel Design and Planning Process –
Selecting Channel Partners – Channel Design Comparison Factors – Channel Design
Implementation

11. Channel Management – Use of Channel Power – Channel Conflict –

Principles of Channel Management – Channel Policies – Distribution Management for
Services

12. Channel Information Systems – Elements of a Channel Information System

Channel Performance Evaluation – Channel Implementation

Recommended Books

1. Sales And Distribution Management – Krishna K Havaldar

2. Sales Management – Still, Cundiff and Goroni

3. Professional Sales Management – Anderson R., Prentice Hall, Englewood

Cliffs

2006 MIT School of Business, Pune 2

MIT SCHOOL OF BUSINESS
PGP – Lecture Plan Semester IV
Subject Name: Sales and Distribution Management Subject Code: M-14
Sessi Required
Name of topics
on no readings
1 Introductory Case Studies 1 to 10
2 Introductory Case Studies 1 to 10
3 Introductory Case Studies 1 to 10
4 Introduction to Sales and Distribution Management Chapter 1
5 Case Study 1.1: PI Foods Ltd. Chapter 1
6 Personal Selling: Preparation and Process Chapter 1
7 Case Study 2.1: Elex Motors Ltd. Chapter 1
Case Study 2.2: RK Consultants- Selling Consultancy Chapter 1
8
services
9 Planning, Sales Forecasting and Budgeting Chapter 1
10 Case Study 3.1: AG Refrigerators Ltd. Chapter 1
11 Management of Sales Territories and Quotas Chapter 1
12 Case Study 4.1: C G Engg Co-Achieving Quotas Chapter 1
Case Study 4.2: M M Marketing Co- Territory and Quotas for Chapter 1
13
a New Product
14 Organizing and Staffing the Sales force Chapter 1
Case Study 5.1: Electrical Product Co- Revision in Sales Chapter 1
15
Organisation
16 Case Study 5.2: Swishflow Ltd.- Hiring Sales people Chapter 1
Training, Motivating, Compensating, and Leading the Sales Chapter 1
17
force
18 Case Study 6.1: C G Ltd: Refresher Training Chapter 1
19 Case Study 6.2: STI Ltd: Incentive Scheme for Sales people Chapter 1
20 Controlling the Sales force Chapter 1
21 Case Study 7.1: GTI Company Ltd. Chapter 1
22 Case Study 7.2: KKN India Ltd. Chapter 1
23 Distribution Management and Marketing Mix Chapter 1
24 Marketing Channels Chapter 1
25 Introduction Channel Institutions: Retailing, Wholesaling Chapter 1
26 Designing Channel Systems Chapter 1
27 Case Study 12.1: Snow White Paper Co Chapter 1
28 Channel Management Chapter 1
29 Case Study 13.1: Popular Foods Ltd. (PFL) Chapter 1
30 Case Study 13.2: Gem Soaps & Detergents Chapter 1
31 Case Study 13.3: Apple Food Products (AFP) Chapter 1
32 Channel Information Systems Chapter 1
33 Case Study 14.1 : Indian Engineering Ltd. (IEL) Chapter 1
34 Case Study 14.2: Teekha Spices Ltd. Chapter 1
35 Case Study 14.3: Ashwin Healthcare Ltd. (AHL) Chapter 1

2006 MIT School of Business, Pune 3