KSOM, BHUBANESWAR COURSE TITLE: Sales and Distribution INSTRUCTOR: MR.PUNYASLOK DHALL ===================================================================== COURSE OUTLINE 1.

0 INTRODUCTION Sales and Distribution is the most vital subject in Marketing Management. The ways company do business has undergone several changes over past few years, particularly with the concepts of globalization and digital marketing. The very existence of the company is dependant on the sales of its products and services. With business going beyond the national boundaries the distribution aspect of the marketing is not only becoming critical for the company, but also becoming highly complex to implement. Hence the exposure to the concepts of sales and distribution is highly essential for students of marketing. 2.0 OBJECTIVES The student is given following statements: 1. I have a thorough understanding of various processes of selling, sales organization and system and processes therein. 2. I can comprehend different distribution systems, principles of logistics and their applicability. 3. If I join a sales/marketing job, I will require no further inputs other than formal company indoctrination programs. 4. I can deliver results under intense pressure and tight deadlines The objective of this course is fulfilled if the student answers YES to all above statements. 3.0 SESSIONWISE COURSE SCHEDULE: Topic Introduction to Sales Management -Objectives, Sales Control Sales Management, Personal Selling and Setting Personal Selling Objectives, Closing Sales Selling Skills and Selling Strategies Selling Skills and Selling Strategies Sales Organization Method of Instruction Lecture/ Discussion Lecture/Role Play Lecture/ Discussion Role Play Lecture Readings Part 1, Ch1 Part 1, Ch2, Ch3 Part 1 , Ch5 Reading Materials Reading Material Part 2, Ch7

Sessions 1 2 3 4 5

6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

Case 1 Sales Force Management Recruitment and Selection Sales Force Compensation and Evaluation Sales Force Motivation Case 2 Sales Forecasting Sales Territories and Sales Budget Sales Analysis and Audit, Managing Sales Information Case 3 Case 4 Case 5 Distribution Channel Management Case 6 Logistics Organization Design and Development Review and Summery

Discussion/ Presentation Lecture Lecture Lecture Presentation/ Discussion Lecture/ Discussion Lecture/ Discussion Lecture/ Discussion Presentation/Discussion Presentation/Discussion Presentation/Discussion Lecture/ Discussion Presentation/ Discussion Lecture/ Discussion Discussion

Part 1 Part 3, Ch11, Ch 12 Part 3, Ch16, Ch19 Part 3, Ch15 Part 3 Part 4, Ch21 Reading Material Part 4, Ch20, Ch22 Reading Materials Part 4, Ch23 Reading Material Part 4 Part 4 Part 3 Reading Material Case to be supplied Ch10(Supply Chain Strategy)

4.0

EVALUATION SCHEME Assignment Quiz Case presentation End Term Total : : : : 20% 10% 20% 50% -----100

5.0

TEXT BOOKS 1. Still. R.R, Cundiff E.W, Govoni, N.A.P, Sales Management Decisions, Strategies and Cases 2. Frazelle E H., Supply Chain Strategy

6.0

REFERENCE BOOKS 1. 2. 3. 4. Spiro R.L, Stanton W.J, Rich G.A, Management of Sales Force Lancaster G., Jobber D, Selling and Sales Management Das Gupta V., Sales Management, In the Indian Perspective Reilly T., Value Added Selling

5. Johnson, Kurtz, Scheuing, Sales Management, Concepts, Practices and Cases 6. Supply Chain Management: Strategy & Analysis, Chopra, S. & Meindl