Institue For Technology & Management

Sales & Distribution Management
 Year:  (2015 – 2017)  Semester : II

COURSE TITLE :       Sales & Distribution Management
FACULTY :         Arpita  Pandey
                                   Harish B Suri
Vikram Parekh

SESSIONS :      20   

COURSE OBJECTIVE :

• Outline the functions under the sales management such as sales force administration &  
control,  territory design,  sales target fixing, sales force motivation 
• Provide an opportunity to begin developing the analytical and implementation skills needed
for effective decision making in sales 

PRESCRIBED TEXT BOOK :(PTBR)

Sales & Distribution Management ­ Tapan Panda & Sunil Sahdev Oxford, 2009

OTHER REFERENCE BOOKS :
1. Management of a Sales Force ­ Stantion, Spiro and Rich, TMH

2. Sales Management ­ Charles   M   Futrell   –   Thompson   Publication,

2001.

3. Sales Management in the Indian
Prespective ­ Gupta V. D. ­ Eastern Economy Edition, 2000.

2006

PEDAGOGY :

The course objectives will be achieved by means of lectures, individual and group assignments,
case   discussion   and   presentations,   group   projects,   marketing   quiz,   book   reviews,   press   news
discussion, articles on marketing in HBR (Harvard Business Review).  For each session the topic to
be covered will be announced in advance it is essential that students to should come prepared for
the class to discuss the material due for that session.  The students will be notified for the dates of
submission and presentation of assignments cases, and projects etc.
The breakup of internal evaluation may differ from class to class

CASE ANALYSIS :

This covers the analysis of the given cases.  The same case will be given to all the group.  Only one
or two will be asked to make a presentation followed by the answering the questions by students
and the faculty and  expressing the view points of the groups.

SESSION-WISE COURSE OUTLINE :

T = Topic; C = Case/Exercise; R = Reading

Material,
PTBR = . Sales & Distribution Management­ Tapan Panda & Sunil Sahdev Oxford, 2009

Total Marks :
Internal Assessment :
External Assessment Marks :

(Internal Assessment will be based on the following Parameters.

Sr No Activity
1 Group Project
2 Role Play
3 Multiple Choice Question/ Objective Test
4 Final Presentation
5 Assignements/ News / Article Analysis
6 Case Presentation

Topic 1 Introduction to Sales management

Personal selling strategy, Evolution of personal selling, Role of sales
management, Types of personal selling, Types of selling, Sales
Management process, Emerging trends in sales Management, Types and
levels of sales management positions

Topic 2 The Process of Buying and Selling
Maintenance selling, developmental selling, Types of selling skills -
( communication , listening,conflict management,negotiation ,problem
solving) , The selling process
Topic 3 Demand Estimation and Sales Quota
Importance of Sales forcasting , Types of forcasting method -
( Qulitative, Quantitative) Factors affecting selection of a forcasting
method, Definition of sales budget, Approaches of sales budget- ( Top
down and bottom up), objective of sales budget, factors influencing sales
budget, Steps and methods of determining the sales budget
Definition Sales Quota,Importance of sales quota, The concept of
SMART , SBO, Procedure for setting quota,Types of sales quota,
Methods of setting quota, Problems in setting quota
Definition of sales territory, Advantages & disadvantages , Designing a
sales territory

Topic 4 Selection   and   Recruitment   of   sales   personnel,   Training   and

Development of sales personnel
Recruitment and selection meaning and conception,Job
analysis, Job discription , Sources of sales recruitment
( Internal,External), process of selection,
Benefits of Sales Force Training, Training process, Training
methods ( Didactic method,lecture, conferences, seminars,
discussion, roleplay, case study, fishbowl, workshop, sensitivity
training, transaction analysis , In tray exercise, Transcendental
meditation)

Topic 5 Sales Performance: Motivating the Sales Force
Importance of motivation, factors influencing the motivation of
the sales peson

Topic 6 Channel policy & management
Importance Distribution Channel, Tasks involved in physical
distribution management, Factors affecting physical distribution ,
Challenges and oppurtunity in physical distribution, Major logistics
functions , Flow in distribution , Activity done by distribution
channel( bulk breaking, assortment, spatial convenience etc.)
Types of distribution system ( verticle , horizontal), Intensive, selective,
exclusive

Topic 7 Supervision & Management of sales personnel
 Criterias used for Evaluation ( trait based, behaviour bases etc.)

Topic 8 Compensation and Incentive schemes
Objectives of a sales compensation plan, characteristics of effective
compensation plan, Types of compensation plan ( financial & non
financial )

Topic 9 Organization of sales staff

Definition of Sales Organization, Advantages & disadvantages

of sales organization, Sales organization structure ( territorial,
product customer ,functional, complex), Principal of
developing an organization structure), methods of determining
sales force size