Sales and Distribution Management
Program Credit Course Code : PGPM : 3 : SL MM 606 Class of Sessions : 2012 : 30
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.
Learning Objective: The aim is to prepare students to manage sales and channel teams for different types of selling, with the purpose of enhancing value based output and productivity Learning Outcomes:
REFERENCE BOOKS Sales ...view middle of the document...
Sales Force Management: Setting up a sales organization – Basic Types of Sales organization structures including outsourced sales force : Estimation of Sales Force – Workload, Breakdown and Incremental Analysis Recruitment and Selection of Sales Personnel - Planning and Conduct of Sales Training Programs - Motivating and Compensating Sales Personnel – Compensation Systems - Incentive Plans – Disincentive – Benefits – Performances Appraisals – Evaluation – Criteria for evaluation Management of Marketing Channels: Structure, Functions and Flows Channel participants - Type and Number of Intermediaries - wholesalers overview, retailers, emerging channels- Internet, Social Networking, Digital networks. Selecting a channel – Channel Design -Vertical and Horizontal Marketing Systems Channel Evaluation – Channel Profitability Analysis- ROI- Channel Co-operation and Conflict Management Rural Distribution: 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 Introduction of New cases in necessary 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