Sales and Distribution Management

Program : MBA Class of : 2011

Credit : 3 Sessions : 33
Course Code : SL MM 606

Objective
To make the student aware of issues related to sales force management focusing on “selling” as a tool of Marketing
Communication. The study of Channel Management offers an appreciation of logistics of information and goods,
and exposes students to the types of systems required to optimize organizational efficiency through this function.

REFERENCE BOOKS AUTHOR / PUBLICATION

Sales Management - Decisions, Strategies and Richard R Still, Edward W Cundiff, Norman A,
Cases. 5ed P Govoni- 5ed - Pearson
Marketing Channels: A Relationship Approach Coughlan, 7ed - Pearson
Sales & Distribution Management IUP
Sales Management - Decisions, Strategies and Still, Richard R et al. Prentice-Hall, India
Cases, 5th e
Sales Management Venugopal, Pingally
Sales Management Panda / Sahadev
Marketing Channels: A Relationship Approach Pelton, Lou E et al.
Sales and Distribution Management – Text & Havaldar / Cavale. Tata Mcgraw Hill - 2007
Cases
Professional Sales Management, 2nd e Anderson, Rolph E et al. Tata McGraw-Hill
th
Sales Management, 6 e Futrell, Charles. South-Western College Pub -
2000
Retailing Management – Text & Cases, 2nd e Pradhan, Swapna. Tata McGraw-Hill - 2006

Detailed Syllabus Averages - Budgeting – Designing Territories –

Territory Management - Routing - setting Sales
Role of Salesperson: Responsibility - Cross
Quotas Profitability analysis of sales effort
Functional Linkages – Lifetime Customer Concept –
Management of Accounts Receivables Sales Force Management: Estimation of Sales
Force – Workload, Breakdown and Incremental
Selling Skills: Value Proposition – Customer Value
Analysis Recruitment and Selection of Sales
Creation - Lifetime Customer Value Creation-
Personnel - Planning and Conduct of Sales Training
Personal Selling A Promotion Mix Element - Buyer-
Programs - Motivating and Compensating Sales
Seller Dyads - Diversity of Personal Selling Situation
Personnel – Compensation Systems - Incentive Plans
- Theories of Selling - Prospecting - Sales Resistance
– Disincentive – Benefits – Performances Appraisals
- Closing Sales – Key Accounts Management
– Evaluation – Criteria for evaluation
Sales Organization: Setting up a Sales Organization
Distribution: Introduction to Marketing Channels –
- Basic types of Sales Organization Structures
Structure, Functions and Flows – Channel
including Outsourced sales force - Inter-departmental
participants - Type and Number of Intermediaries
Relations and Structures - Coordination of Personal
Selling with Other Departments. Management of Marketing Channels: Selecting a
channel – Channel Design -Vertical and Horizontal
The Sales Effort: Sales Planning - Forecasting –
Marketing Systems – Channel Evaluation – Channel
Qualitative and Quantitative Methods – Overview of
Profitability Analysis- ROI- Channel Co-operation
Linear Regression, Time Series Analysis, Moving
with Conflict and Competition. Marketing channels
Wholesalers: Classifications – Functions – Key Indian Film Distribution - The Transition Phase
Tasks – Limitations – Distributors/Dealers/Stockists
– Trends Tupperware in India

Rural Distribution: Introduction to Rural markets –
Features (extend above concepts to rural markets)
Retailing: Nature and Importance - Types of
Retailing - The Retail Organization - Commodities
Retailing Vs. Brand Retailing – Non-Store Retailing
& e-Retailing
Market Logistics: Meaning and Scope – Outbound
Logistics – Transportation including multi-model
system – Warehousing – freights – CFAs – 3 PL and
4 PL providers – reverse logistics – Technology in
logistics – recent trends
Cases
Faculty will be handling eight or more cases
Baskin Robbins - Sales Strategy for India
Eureka Forbes – The Direct Marketing Pioneer
Mary Kay Inc. - The Saleswomen
Max New York Life - The 3P Strategy
Indian Aviation – Price Wars & More
Subhiksha - Discount Store with a Difference
Organization Restructuring at Nokia
HR Practices of the Container Store
Novartis - Managing the Sales Force
Women Sales Force at Tupperware
Dealer Training Programs - A New Trend
Goodyear Tires - Managing Dealer Relations
Channel Conflict at Apple
Food Corporation of India
Apple iTunes: Changing the Face of Online
Music Retailing
Akbarallys - Reinventing for Profits
McDonald’s Food Chain in India
Yellow Transportation Inc. – The Tech Leader
of the Trucking Industry in India
Inventory Management at Amazon.com
TVS Logistics - Building a Global Supply
Chain
Streamlining Logistics at General Motors Corp
PepsiCo’s Distribution and Logistics Operations
Reverse Logistics - Gaining Importance
Revamping the Supply Chain – The Ashok
Leyland Way
Sears - Logistics Management Practices
Carrefour - Managing the Global Supply Chain
Unilever Restructures its Supply Chain
Management Practices
Asian Paints - Blending Technology and
Distribution

LG India - Approach to Rural Markets Source: Case Studies in Sales & Distribution
Management
Computer Associates - Moving Toward
Territory Management
TI Cycles - Targeting Urban Adults
Mahamaza.com - Bringing e-commerce to Rural
India
Cemex and its Technology Initiatives
ICICI Prudential - Multiple Distribution
Channels
Distribution Strategies of Foreign Educational
Institutions in India
Indian Post Office - Redefining Distribution
HLL - Reinventing Distribution
TATA Chemicals - Reaching Out to the Masses
 Suggested Schedule of Session Distribution (Including case discussion) 2
No. of Management of Marketing Channels 4
Topic (Including case discussion)
Sessions
Role of Salesperson (Including case 3 Wholesalers 4
discussion)
Rural Distribution 2
Selling Skills (Including case discussion) 2
Retailing 3
Sales Organization (Including case 4 Market Logistics (Including case 4
discussion)
discussion)
The Sales Effort (Including case 2
Total 33
discussion)
Sales Force Management (Including case 3
discussion)