MARKETING MANAGEMENT-I Course code: 108 Instructor: Prof. S.C. Sahoo Contact No: 91-9437184127 E-MAIL: sahoo.swarup@yahoo.

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COURSE CONTENT AND OBJECTIVE: This course covers the core areas of marketing such as understanding the market and marketing so as to create, communicate and deliver needed values for the customer. The marketing in the 21st century, new areas of marketing, the consumer behavior, the market environment, analyzing a marketing opportunity, marketing planning and control process also form part of this course. STP i.e. segmentation, targeting, and positioning are also covered in this paper. The objectives of this course are to acquaint the students with the core concepts of marketing and also teach them how to develop a product or service which will fulfill the needs of the consumer. Another objective of this course is to enable the students to develop marketing strategy keeping in mind the market environment.

LEARNING DEVICES: As the course is an interesting one learning this subject is much like learning a language. To facilitate this lecture, case analysis and discussion, group assignment and presentation, surprise quizzes, exercises etc. shall be followed in the pedagogical mix.

MARKETING MANAGEMENT-I Course code: 108 (4 Credit, 20 Sessions) MODULE-I: Understanding Marketing (8 Hours) Understanding marketing as creating, communicating and delivering value. Core concepts of marketing: need, want, demand, value, exchange, transaction. Marketing Myopia, marketing Vs. selling, Evolution of marketing concepts through ages, marketing management process, marketing mix, marketing challenges in 21st century, new concepts in marketing: societal marketing, social marketing, green marketing, e-marketing. Nature of marketing products and services. MODULE-II: Understaning Market Environment & Consumer Behavior (8 Hours) The market environment: macro and micro environment. Analyzing market environment. Techniques used, Consumer behavior: factors affecting consumer behavior, Consumer decision making process, Consumer behavior model: Howard-Sheth model, Buyer black box. MODULE-III: Marketing Planning & Control (8 Hours) Analyzing market opportunity: the process. Developing a marketing plan, marketing planning process. Forecasting of demand: methods used. Measuring marketing programme- annual plan control, efficiency control, strategic control. MODULE-IV: Designing Marketing Strategy (6 Hours) Market segmentation: meaning, importance and bases. Effective segmentation criteria, selecting the target market. Positioning: concept, types and process. Analyzing the competition. Attacking and defending strategies. Value chain analysis. Text Books: 1. Phililip Kotler and Kevin Lane Keller - Marketing Management: 13th Edition, Pearson 2. Rajan Saxena - Marketing Management : 4th Edition, TMH 3. V.S. Ramaswamy & S Namakumari - Marketing Management, Macmillan References: 1. Grewal and Levy - Marekting Management, TMH 2. Marketing Management - Dr. K. Karunkaran, Himalaya 3. R.Srinivasan - Case Studies in Marketing- Indian context: 4th Edition, PHI

Marketing Management
SALES AND DISTRIBUTION MANAGEMENT Course Code 403.1

Instructor: Prof. S.C.Sahoo Contact No: 91-9437184127 E-MAIL: sahoo.swarup@yahoo.in COURSE CONTENT AND OBJECTIVE: The major areas of the course are sales force planning, control and motivation. sales forecasting and HR areas. Designing distribution strategy particularly, selection of channels and channel members, evaluation of channel performance, the use of IT in physical distribution also form part of this paper. This course seeks to provide the students with insights into basic functions of managing the sales force and distribution management with the objective of maximizing the efficiency and effectiveness of the firms revenue generating arm.

LEARNING DEVICES: As the major objective of this course is to make the student aware of fundamentals of sales force management and distribution management, the pedagogical mix shall comprise of lecture, in-classexercises, case method, role play, exercises, assignments, and presentation.

SALES AND DISTRIBUTION MANAGEMENT Course Code 403.1 (4 Credit 20 sessions) Module-I: Understanding Sales Management and Selling Process. (08 Hrs) Sales Management- meaning, nature and functions. Role of the sales manager. The personal selling process. Sales Forecasting- need & methods, Sales Budgeting. Managing sales territories. Sales Quota setting, Forms of sales organizations. Module-II: Sales Force Management (08 Hrs) Determining the size of the sales force. Recruitment, selection and training of the sales force. Controlling and motivating the sales force- various methods. Sales force compensation. Evaluating the sales force performance. Module-III: Designing Distribution Strategy (08 Hrs) Distribution- Importance, methods. Marketing channels. Wholesaling, Retailing Role and functions of wholesalers and Retailers. Selection and appointment of channel members. Motivating, controlling and evaluating the channel and channel members. Module-IV: Physical Distribution Management. (06 Hrs) Physical distribution system- components: order processing, inventory, planning, management and control, transporting, warehousing. Market logistics and supply chain management. Role of IT in physical distribution of goods and services. Text Books: 1. 2. 3. 4. Havaldar & Cavale - Sales and Distribution Management; TMH S.L. Gupta - Sales and Distribution Management; Excel Books Panda & Sahdev - Sales and Distribution Management; Oxford University Press Sales Management Still, Cundif and Govani

Reference Books: 1. Ballou- Business logistics/Supply Chain Management; Pearson 2. Acharya and Govekar - Marketing and sales management, Bombay:HPH 3. Marketing Channels Stern, Ansary, & Coughin