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SDM Handout

This 3-sentence summary provides the key details about the Sales and Distribution Management course: The course aims to provide students with an understanding of sales and distribution functions, strategies, and management. Students will learn about topics like sales organizations, emerging trends, selling strategies, and channel design. Upon completing the course, students are expected to apply sales management concepts, evaluate problems and solutions, and identify strategies for success in sales and distribution management.

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54 views

SDM Handout

This 3-sentence summary provides the key details about the Sales and Distribution Management course: The course aims to provide students with an understanding of sales and distribution functions, strategies, and management. Students will learn about topics like sales organizations, emerging trends, selling strategies, and channel design. Upon completing the course, students are expected to apply sales management concepts, evaluate problems and solutions, and identify strategies for success in sales and distribution management.

Uploaded by

chandu prakash
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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IBS Hyderabad (Academic Year – 2021-22)

Course Code: SHMM463


Course Title: Sales and Distribution Management
Semester: VI

Course Description:
This course offers the student with a broad view of sales, an analysis of the sales functions, sales
organizations, distribution activities and selling strategies adopted across the service industries. It
provides exposure to issues and developments in the sales and distribution. Managing the sales
organization is becoming more fluid in the present dynamic environment, and the successful business
will know how to identify, adapt, and plan with these changes.

Course Objectives:
• To outline the sales operations and sales management functions.
• To inculcate managerial skills required to handle sales and distribution
activities in any sales organization.
• To offer deeper insight on the key areas and relationships involved in distribution
management.
Learning Outcomes:
Upon completion of this course, students are expected to:
• Apply sales management concepts and theories in business situations.
• Evaluate sales management problems and identify appropriate solutions.
• Identify strategies and key success factors in sales and distribution management.

Text Book for Reference

1) Sales and Distribution Management Text and cases by Krishna K Havaldar and Vasant CM Cavale
(MC Graw Hill Education).
2) Sales and Distribution Management: An Indian Perspective by Pingali Venugopal. (Response
business books from SAGE).
Session Topic Learning Outcome Case/Lecture/Ac Chapter
tivity
1-2 Introduction to Sales and Basic understanding of the Lecture 1
Distribution sales and the distribution
Management functions, importance of the
above functions
3-5 Consumer Decision Process Types of processes, marketing Lecture 2
strategy, selling strategy.

6-9 Sale Organization Sales organization and its structures Lecture 3


&Activity

10-12 Emerging trends in Sales Technology, sales force diversity, Lecture 4


team selling, ethical decisions
13 Test – 1

14-17 Selling Strategies The Selling Process, the Lecture 5


effectiveness of selling process.
18-20 Recruiting Sales Force Process of Recruitment, skills Lecture 11
required by potential salesmen,
socialization of sales
force.

21-23 Territory Design Methods of territory designing Lecture and 12


Activity

24-26 Training and Evaluation Sales Training Process and methods, Lecture 13
compensation, Evaluating and
controlling the performance of sales
people Target Setting, Evaluation 205-
210, 214, 240-247, 284
2 Channel Designing Width and Depth of distribution, Lecture/Activity 6
7 distribution channels, channel structure
- and channel designing framework,
2 channel designing for various products?
9 363
30 The Role of Internet in Sales Leveraging internet to manage sales Lecture and Case 6
Management Potential uses of internet in sales
management

31-32 Types of selling Different approaches in Selling Lecture 7


Retail selling, Institutional Selling,
B2B selling

33-34 Selecting Channel Members Selection criteria for member Lecture 8


selection, information sources.
35-36 Channel Commitment Motivating members, various schemes Lecture 8
offered for enhancing channel
commitment
37 Appraisal Appraisal of Channel Members Lecture 9

38-39 Channel Conflicts Various types of conflicts, avoiding Lecture 9


conflicts.

40-42 Channel Channel Management System Lecture and 1


Management Activity 0

43 Evaluation Evaluation of various channels and Lecture 10


the advantages and disadvantages
associated with each.
Project Presentations
44-48

Expectations from Students


a. Students are expected to access the online class only with the Institute’s official mail unless any special
permission granted.
b. Students must report to the respective sessions well before the announced time. Latecomers will not be
permitted to join the class after the scheduled time. If late, the attendance for that session will be marked as
absent.
c. Read the Case Study / material well prior to the class discussion. He/she is also expected to read the chapter
indicated in the course plan as the faculty directs.
d. In the class discussion student is expected to participate actively and contribute to individual and group
learning. Evaluation is based on active participation.

Evaluation Timelines
Keeping in line with continuous evaluation at IBS the following evaluation schedule has been drawn. Students are
expected to go through the dates / sessions mentioned and prepare accordingly.
Component Component Expected slot / Marks Weightage
Number due date declaration by
Class Participation 1 10
Test I 2 15
Test II 3 20
Project report 4 15
End exam At the end of 40
the semester
Total 100
Electronic and Web resources: Swayam Videos, Syndicated Databases

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