COURSE SYLLABUS

Course Number:

Title: Distribution Management / Supply Chain

Department/Program: Business Administration

College of Business

Semester: First
School Year: 2018-2019
Faculty: Prof Scott Tibayan

Course Description

A study of the analysis, planning, implementation, and control of sales activities; including setting objectives, designing strategy,
recruiting, selecting, training, supervising and evaluating the sales force.

Course Objectives

1.

Adequately prepare students for a career in Distribution Leadership and Sales.

2.

Give them an adequate perspective of sales functions and operations that they can use to enhance their effectiveness in other related
functions (e.g. Marketing, Finance, Production, etc).

C. Course Outline and Timeframe

Date

Objective

Topic
References

Activity

Introduction to the Course


Nature & Importance of Sales Management
1- Chapter 1: Introduction to Sales &


Introductions

Sales Objectives
Distribution Management


Expectations Setting

Introduction to Sales &


Role & Skills of Sales Managers
2- Chapter 1: Selling & Salespeople

Distribution Management


Sales Management Careers

Homework: Bring a sample


Trends Affecting Sales Management

org chart

Bringing a Marketing Plan


Review of the Marketing Fundamentals
1- Chapter 8: Distribution


Distribution Strategy and

to Life

 Distribution Management & Distribution

Management& Marketing Mix

Channels Analysis

Channels
2- Chapter 4: Buying Behavior &
 Types of Customers
The Buying Process

Setting Sales Goals

 Personal Selling Goals

1- Chapter 4: Management of Sales


Coverage Planning
 Characteristics of Successful Salespeople
Territories & Quotas

2- Chapter 1: Selling & Salespeople

Selling to Customers

 Understanding Buying Behavior & Decisions

2- Chapter 4: Buying Behavior & the


Call Preparation
 The Buying & Selling Process
Buying Process


FAB Pitch

 FAB Selling
3- Chapter 4: The Psychology of

Selling: Why People Buy

Date

Objective

Topic

Reference

Activity

Selling to Customers
 Communication and Sales Presentations

3- Chapter 5: Communication for


Communication/

Relationship Building

Presentation Drills
3- Chapter 11: Elements of a Great
Sales Presentation

Selling to Customers

 Handling Objections

2- Chapter 11: Responding to


Sample presentations
 Negotiations

Objections
3- Chapter 9: Carefully Select Which

Sales Presentation Method to

Midterm Review
 Developing Your Own Sales Plan –


Identification of project

Guidelines for the End-term Project

plans
MIDTERM EXAM

Generating Demand
 Trade Promotions

4- Chapter 13: Working with


Trade Promotion

Resellers: The Struggle for

Exercise
Channel Control

Generating Demand
 Consumer Promotions

4- Chapter 14: Management of


Consumer Promotion

Consumer Sales Promotions

Exercise
Generating Demand

 Category Management & Shopper Marketing

Bringing in the Numbers

 Sales Planning & Forecasting

1- Chapter 3: Planning, Sales

Forecasting & Budgeting
Progress Updates and

 Presentation Outlines
Consultation for Final

 Content/Data
Projects
DISTRIBTUION AND SALES PLAN PRESENTATION
References

Sales and Distribution Management by Krishna K. Havaldar and Vasant M. Cavale

Selling, Building Partnerships, 4th Edition, by Barton A Weitz, Stephen B. Castleberry and John F. Tanner Jr.

Fundamentals of Selling: Customers for Life through Service, 9th Edition, by Charles M. Futrell

Promotional Strategy, 8th Edition, by James F. Engel, Martin R. Warshaw and Thomas C. Kinnear