Sub Committee for Curriculum Development

Marketing Specialization
Course Name: Sales Force and Channel Management
Number of Credits: 2
Course Code MM P 024
Course Range 600-899
Level 4/5

Learning Objective(s): After the completion of this course, a student shall be able to :
1. Analyze, differentiate and apply Domestics and Global Sales and distribution practices.
2. Compose the tools and techniques necessary for designing , motivating and evaluating Sales
force and Channel Management systems
3. Compare and summarize the future managers with application based knowledge in Sales
Force and Channel Management.
Pedagogy:
Case Theory Mix
Advanced level: 40% cases(and Research Articles), 60% Theory

Pre-learning:
Marketing Management
Organizational Behavior

Course Outline
Sr.
No.

Topics

No. Of Hours

Introduction to sales Management, Role and duties of Sales Manager.

The Selling Process and different theories of selling.

People Management-Sales Outlook

Sales Organization and Importance of sales force,

Training of sales force
The motivation of sales force
Recruitment and selection,
Compensation,
Monitoring and control
Sales Promotion

Sales Forecasting and Budgeting Sales promotion

Management of Sales territory and sales quota

Introduction to distribution management

The concept of channel flows

Managing a channel design
Basics of warehouse/inventory/ transportation planning
8

Intermediaries :Channel Formats

Managing channel partner ( includes channel conflict)

10

Channel information systems

11

International Trends in Sales and Distribution Management

Total Hours

30

Books Recommended

1. Sales Management Decisions, Strategies and Cases- by Richard R Still, Edward W. Cundiff
and Norman A.P.Govani, Prentice Hall of India
2. The Management of Business logistics- a supply chain perspective- by Coyle, Bardi, Langley,
(Thomson-South western edition)
3. Marketing Channels (7/E) Author(s): Anne T. Coughlan , Erin Anderson, Louis W Stern and
Ansary (Pearson)
4. HBR Jul/Aug2006
5. HBR-July/Aug 2012
6. The New Sales Manager- by Walter Vieira
7. Professional Sales Management- Ralph Anderson, Hair, Bush
8. Sales Management- Indian Perspective- Dasgupta
9. Sales Management- Charleson, Futrell
10. Strategies & techniques for successful selling- Francis Lobo
11. Sales and distribution Management- by Tapan K Panda, Sunil Sahadev, Oxford University
Press
12. Sales Management-Analysis and Decision making- by Ingram, La Forge, Avila, Schwepker Jr,
Williams, Thomson-South Western
13. Selling and Sales Management- by David Jobber and Jeoff Lancaste, Pearson Education
14. Marketing Logistics-A supply chain approach Kapoor & Kansal pearson Education
15. Logistics by David Bloomberg, Stephan Lemay & Hanna PHI
16. Marketing Channels by Stern and El-Ansari & Couglan PHI
17. Sales Management- Douglas Dalrymple, William Cron & De Carlo- JohnWiley & Sons7/e,
18. Selling: Principles and Practices by Buskirk and Buskirk, McGraw Hill International Ed.
19. Fundamentals of Selling by Futrell : Customers for Life, , McGraw hill Publishing
20. Logistical Management: The Integrated Supply Chain Process by Bowersox and Closs,
21. Marketing Channels: A Management View by Bert Rosenbloom, Dryden Press
22. Global Operations and Logistics: Text and Cases by Dornier, Ernst, Fender and Kouvelis, John
Wiley Publications
23. Sales and Distribution Management: An Indian Perspective. Pingali Venugopal
24. Sales and Distribution Management(Text and Cases), Krishna K Havaldar, Vasant M Cavale,
Tata McGraw Hill
Suggested Evaluation Methods:
Live projects should be compulsory besides other components like presentation, assignments, test etc.

Parallel/Similar courses the existing curriculum:

S.No
1
2
3
4
5

Name of the course

Sales and Distribution Management
Sales and Distribution Management
Sales and Distribution Management
Sales and Distribution Management
Sales and Distribution Management

Institute where it was offered.

SITM
SIIB(IB), SIIB(AB)
SCMHRD
SIBM-B, SIBM-P,
SCMS-P

Name of
members

Shrirang Altekar

Semila
Fernandes

Adya Sharma

Sandeep
Prabhu

( SymbiosisNoida)

(SIBM-B)

(SIIB)

( SITM)

Designation
Org/Inst.
Signature

Name of the Expert:

Signature:

Date:

Benchmarking:
National And International Universities

National
Institutes

Sales and
Distribution
Management

Sales
Management

Channel
Retail
Management Management

Rural
Marketin
g

XLRI (3
credits)
IIM-B (3
credits)
Great Lakes
institute of
Management

IMT-Ghaziabad
-SM & Personal
Selling (University
of Pune)
-Sales Force
Management
(FMS)

Logistics
mgmt (IIMA)
-Distribution
& retail mgmt
(Univ of
Pune)
-Mktg
Channel
(FMS)

IIM-A,
MICA,
SP Jain,
MDI, XLRI

Seminar on Retail
Mgmt (IIMA)
-Retailing
mgmt(FMS Delhi)
-Retailing
mgmt(IIMB

Internatio
nal
Institutes

NIL

Sales force
management
(Kellogg)
-Leading the
effective sales
force
(exe.pgm)(Whart
on)
-sales force
management
(Wharton)
-NUY-Stern
-Technology
sales & SM (MIT
Massachusetts
inst. Of Tech)

Channel
mgmt(Wharto
n)
-Mktg
channel
strategy
(kellogg)

Retailing (wharton)
-Retail Strategy
(NYU-Stern

1. (Sales Management syllabus) http://people.stern.nyu.edu/ncureton/Spring05/B70.2129.pdf

2. (Sales Management , Channel Management and Retailing-Brief
available))https://marketing.wharton.upenn.edu/programs/mba/program-information/marketingmajor/
3. Syllabus of Sales and Distribution Management ,Retail Management , Rural
Marketing(http://www.xlri.ac.in/academic-prog/pdf/BM.pdf)
4. Syllabus of Rural Marketing (http://www.rmai.in/pdf/courses.pdf)
5. ( Names of the subjects)
http://www.iimahd.ernet.in/programmes/pgp/programme/curriculum/courses-offered-secondyear.html
6. ( Names of the subjects available) http://www.stern.nyu.edu/programs-admissions/full-timemba/academics/specializations/marketing/index.htm
7. ( Names of the subjects available) http://www.iimb.ernet.in/pgp/courses