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SALES AND DISTRIBUTION MANAGEMENT

MBA-IV Trimester
Course on Sales and Distribution-3 Credit Course-30 Contact hours
Course Instructors-Dr. Rajeshwari Panigrahi
Introduction- Introduction- The importance of marketing problems was realized only
after the industrial revolution which started in England in 1760 and immediately
thereafter in United States the American Revolution necessitated the need for
tapping untapped markets because the nearby markets were unable to absorb the
increase quantities of manufactured goods this gave a lot of importance to marketing
activities. With the increase in production more land, labor and capital was required
which give rise to corporate form of organizations Thus, The sales department was
given due importance and it became a separate functional department.
Course Objective-To enable a student efficiently manages the sales force and make
them more efficient.
Learning outcomes
1. To understand the planning and staffing needs in professional sales.
2. To learn how to manage and motivate a professional sales team, as a sales
manager.
3. To analyze the key success factors for sales executive performance.
Content outline
Unit-1- Sales management definition, Objectives of sales management, Sales
executive as coordinator, theories of selling.
Unit-2- Sales related policies and strategies: Product policies, distribution policies,
Pricing policies, formulating personal strategies.
Unit-3-Organising the sales effort: The effective sales executive, The sales
organization sales department relations.
Unit-4-Sales force management: Personal Management in the selling field, recruiting,
selecting motivating, Controlling evaluating, and supervising sales force, planning
evaluating sales training programs, Managing expenses of sales personal.
Unit-5- Controlling the sales effort, the sales budget, quotas, Sales territories, Sales
control and cost Analysis.
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Text Book-Richard R Still, Sales Management , Pearson Education New Delhi,2010

Unit
No
Session
No.
Session Focus and
Coverage
Activity or
Pedagogy
Assignment
and
Weightage
Date and
Time of
Assignment
1 1 Sales management
definition,
Objectives of sales
management, Sales
executive as
coordinator,
Case-PI
Foods ltd
managing
sales and
distribution.

2 Theories of selling Case-Elex
Motors ltd
Partnering
relationship

2 3 Sales related
policies and
strategies: Product
policies
Lecture
4 Distribution
Policies
Lecture
5 Pricing policies. Lecture
6 Pricing Policies
7 Formulating
personal
strategies.-
Competitive
settings and
personal selling
strategy.
Lecture
8 Personal Selling
Objectives and
personal selling
strategy and sales
related Marketing
policies
Lecture
9 Determining the
Kind and size of
sales force.
Lecture
10 Quiz-1
3 11 Organizing the
sales effort-The
effective sales
executive-
Nature,functions
Lecture
3

and qualities of a
sales executive

12

Relations with top
management and
Managers of other
marketing activities

Lecture

13 The sales
organization-
purposes setting up
a sales organization
Lecture
14 Types of
organization
structures.
Lecture
Electrical
Product
Company
Revision in
sales
organisation

15 The sales
organization sales
department
relations.

Lecture
16 Sales department
external relations.
Lecture
4 17 Sales force
management:
Personal
Management in the
selling field
Lecture
18 Recruiting Sales
force-Methods of
recruitment
Lecture
19 Selecting sales
force.
Lecture
20 Quiz-2
21 Motivating sales
Force-Methods of
motivating sales
force
STI Limited-
Incentive
scheme for
sales people.

22 Controlling sales
Personal-
Evaluating
GTI
Company
Limited

23 Supervising sales
force.

Lecture
4

24 Planning for
training programs
and selecting
training methods.
Lecture
25 Evaluating sales
training program


5
26
Controlling sales
efforts-Budget and
quotas
GTI
Company
limited.

27 Sales territories,
Sales control and
cost analysis.
MM
Marketing
company-
Territory
and Quotas
for a new
Product.

Quiz-3
28 Presentation
Group-1,2,3
10 Marks Assignment
1 and 2
have Before
mid exam
and 3 one
week before
the
presentation
29 Presentation
Group-4,5,6
10 Marks
30 Presentation
Group-7,8,9
10 Marks
Note-All case would be Provided at the beginning of the trimester and the student
has to photocopy the case and come prepared at the time of the discussion.
All the three Assignments have to be presented at the end of the trimester by
assignment groups which would be divided randomly. Hard copy has to be
uploaded on x learn. The Class has to be divided into groups of 5
1 (a) Identify any FMCG product and study how the Sales & Distribution activity operates in
the market. to do this assignment the groups will visit the local Vishakhapatnam wholesale &
retail markets where that product is sold; chart the complete flow backwards and forward as
relevant for study all elements affecting distribution;
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b) Map the Sales structure of the company and the sales force deployed to cover the markets,
including details of their territorial alignment, beat plan, reporting norms.
3. Suggest a Suitable organization structure for ITC to ensure efficient performance
and control of sales person also develop a job description of the sales personal of
ITC.
3. You have to recruit sales persons for eureka Forbes for Andhra Pradesh. Develop a
suitable Recruitment, Selection and training program for Eureka Forbes.
Assessment pattern-
Internal Assessment- 40 Marks
Trimester end Examination -60 Marks
Internal Assessment
The scheme of internal assessment shall carry 40 Marks distributed among the
following Parameters
(i) Class room Attendance - 5 Marks
(ii) Performance in the mid semester-exam 15 Marks
(iii) Quiz 10
(3 Surprise quizzes would be conducted and the best 2 out of the 3 would be
considered.)
(iv) Presentation/GD/assignment 10 (As mentioned in the course
outline)