Marketing Domain: Sales and Distribution Management
Teacher
Dr Sabyasachi Dey
Category
Domain Courses
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Course Name : Sales and Distribution Management
Code(Credit) : CUMM2361 (2-2-2)/CUTM1234 (2-2-2)
Course Objectives
- To develop an understanding of concepts, which are helpful in designing sound programs for organizing and managing the sales force and enhance their productivity
- To give practice of winning salesmanship
- To give insight into the practice of organizing and gearing up the sales force to maximize sales
- To explain how to design, develop and manage a distribution channel that delivers business goals
- To expose the learner to the function of modern distribution/fulfillment centers and the practice of omni channels
Course Outcomes
- After completion of this course, the students should be able to:
- Plan and implement an effective sales strategy for their organizations
- Develop, handle and grow key accounts
- Manage and enhance the sales force productivity and performance
- Apply specialized knowledge of distribution management to get the desired results from the channel participants
- Review the functions of a distribution center and the design features which cater for specific types of products
| COS | COURSE OUTCOMES | MAPPING COS WITH POS
(High-3; Medium-2; Low-1) |
| CO1 | Plan and implement an effective sales strategy for their organizations | PO1(3), PO2(3), PO3(3), PO4(3), PO6(3), PO7(3), and PO8(3) |
| CO2 | Develop, handle and grow key accounts | PO1(3), PO2(3), PO3(3), PO4(3), PO6(3), PO7(3), and PO8(3) |
| CO3 | Manage and enhance the sales force productivity and performance | PO1(3), PO2(3), PO3(3), PO4(3), PO6(3), PO7(3), and PO8(3) |
| CO4 | Apply specialized knowledge of distribution management to get the desired results from the channel participants | PO1(3), PO2(3), PO3(3), PO4(3), PO6(3), PO7(3), and PO8(3) |
| CO5 | Review the functions of a distribution centre and the design features which cater for specific types of products | PO1(3), PO2(3), PO3(3), PO4(3), PO6(3), PO7(3), and PO8(3) |
Course Syllabus
Module: I
Personal selling process:The Selling Process and different theories of selling, Qualities and skills of an effective salesperson, Setting personal selling objectives, Determining sales related marketing policies, Formulating personal selling strategy, Selling in the age of Social Media.
Module: II
Planning and Organizing the Sales Function: Sales Planning, forecasting and budgeting, Managing sales territories and quotas, Organizing the sales force – recruiting, training and compensating, Gearing up the sales force for superior performance –motivating, evaluating and controlling the sales force.
Module: III
Planning and Organizing the Distribution Function:Distribution objective/strategy and different channel formats, Designing and developing the distribution channels, Recruiting reseller channel partners, Interface and coordination between sales force and the channel partners,Managing the Channel Members – motivating, managing channel power and conflict, evaluating.
Module: IV
Omni Channel Distribution: Pros and cons, Difference between multi-channel and omni channel, Managing multi-channel and omni channel distribution, Functioning of a distribution/fulfillment center – Use of Industry 4.0 technologies.
References Recommended:
Books
- Sales and distribution Management- by Tapan K Panda, Sunil Sahadev, Oxford University Press
Journals:
- Harvard Business Review
Links to websites:
Session Plan
Session 1
Introduction and overview
Chapter-1 of the prescribed book
Introduction-to-Sales-and-Distribution-Management
(PPT)
https://www.youtube.com/watch?v=M2nIjClelB0
(Additional Readings)
Session 2
The Selling Process and different theories of selling
Chapter 2 and 3 of the book
(Presentation)
(Presentation)
https://www.youtube.com/watch?v=5P9-SEoC-r0
(Theories of Selling)
https://www.youtube.com/watch?v=sSyQkYgYd20
(The Selling Process)
Session 4
Qualities and skills of an effective salesperson
Chapter 2 of the book
https://www.slideshare.net/johnm78/characteristics-of-successful-salespeople-29573619
(Presentation)
https://www.youtube.com/watch?v=Tl6yL4wucqk
(Video)
https://www.avidlyagency.com/growthhub/7-qualities-of-a-good-salesperson
(Additional readings)
Session 5
Setting personal selling objectives, Determining sales related marketing policies
Chapter 2 and 3 of the book
Setting personal selling objectives
(Presentation)
https://www.youtube.com/watch?v=ct6VhByAZXQ
(Video)
https://www.youtube.com/watch?v=XhMVWzVXNNk
(Video)
(Additional readings)
Session 7 (Project)
Project Briefing given to all the students which is on Sales Audit
Session 8
Formulating personal selling strategy
Chapter 3 of Text book
(PPT)
https://www.youtube.com/watch?v=DEq_k0ccYLU
(Video)
https://yourbusiness.azcentral.com/marketing-strategies-personal-selling-10053.html
(Additional readings)
Session 9
Selling in the age of social media
(PPT)
https://www.youtube.com/watch?v=VnSes6lqvUM
(Video)
https://www.youtube.com/watch?v=BqgHZtt5AC0
(Video)
https://www.channeladvisor.com/selling-in-the-age-of-social-commerce/
(Additional readings)
Session 10 (Project)
Students shall go and collect the data for their project to be conducted.
Session 11
Session 12
Session 13 (Practice Flip class)
(PPT)
https://www.youtube.com/watch?v=p-BIxvQH7m8
(Video)
https://www.youtube.com/watch?v=dI1bkTv56so
(Video)
https://www.youtube.com/watch?v=U4gPYKBP1rc
(Video)
https://www.yourarticlelibrary.com/sales-management/sales-territories/99731
https://www.propellercrm.com/blog/sales-quotas
(Additional readings)
Session 14
(PPT)
https://www.youtube.com/watch?v=p-BIxvQH7m8
(Video)
https://www.youtube.com/watch?v=dI1bkTv56so
(Video)
https://www.youtube.com/watch?v=U4gPYKBP1rc
(Video)
https://www.yourarticlelibrary.com/sales-management/sales-territories/99731
https://www.propellercrm.com/blog/sales-quotas
(Additional readings)
Session 15 (Practice Flip class)
Session 16 (Case Study Practice)
Sales Aptitude Tests
(Case Study)
Session 17
Training, Motivating, Compensating, and Leading the Salesforce
Chapter 10, 11 and 12 of the book
Training-Motivating-Compensating-and-Leading-the-Salesforce
(PPT)
https://www.youtube.com/watch?v=TpdfWs7BkoY
(Video)
https://www.masterclassmanagement.com/ManagementCourse-SalesForce.html
(Additional readings)
Session 18
Training, Motivating, Compensating, and Leading the Salesforce
Chapter 10, 11 and 12 of the book
Training-Motivating-Compensating-and-Leading-the-Salesforce
(PPT)
https://www.youtube.com/watch?v=TpdfWs7BkoY
(Video)
https://www.masterclassmanagement.com/ManagementCourse-SalesForce.html
(Additional readings)
Session 19
Evaluating and controlling the Salesforce
Sales force evaluation and Control
(PPT)
https://www.youtube.com/watch?v=AMravjhRu_4
(Video)
https://www.yourarticlelibrary.com/sales/sales-force-control-controlling-process-and-methods/48685
(Additional readings)
Session 21 (Project work)
Students shall go to collect data for the project
Session 22
Distribution objective/strategy and different channel formats
Chapter 14 of the textbook
Introduction to distribution channels
(PPT)
https://www.youtube.com/watch?v=ALoo4vrKKUw&t=5s
(Video)
https://corporatefinanceinstitute.com/resources/knowledge/other/distribution-channel/
(Additional readings)
Session 23 (Flip class Practice)
Designing and developing the distribution channels
Chapter 15 from the book
Designing distribution channels
(PPT)
https://www.youtube.com/watch?v=1nIUv_w7F94
(Video)
(Additional readings)
Session 24 (Project)
Students shall go to collect the data for the project as per the given format.
Session 25
Recruiting reseller channel partners
(PPT)
https://www.youtube.com/watch?v=R4paWAFmw9I
(Video)
(Additional readings)
Session 26 (Case Study Practice)
Fooddeliver.com and the distribution dilemma
Session 27
Interface and coordination between sales force and the channel partners
(PPT)
https://www.youtube.com/watch?v=oBEYA0v_xJE
(Salesforce Channel partnership management)
https://www.salesforce.com/resources/articles/pyramid-of-partnerships/
(Additional Readings)
Session 28
Managing the Channel Members- Channel conflicts and power
Chapter 19 of the book
(PPT)
https://www.youtube.com/watch?v=l3AH1jcB8_I
(Video)
https://www.madmarketingpro.com/blog/types-of-channel-conflict-and-channel-power
(Additional readings)
Session 29
Managing the Channel Members- Channel conflicts and power
Chapter 19 of the book
(PPT)
https://www.youtube.com/watch?v=l3AH1jcB8_I
(Video)
https://www.madmarketingpro.com/blog/types-of-channel-conflict-and-channel-power
(Additional readings)
Himona Ceramics (Case Study)
Session 30 (Practice)
Managing the Channel Members- Channel conflicts and power
Chapter 19 of the book
(PPT)
https://www.youtube.com/watch?v=l3AH1jcB8_I
(Video)
https://www.madmarketingpro.com/blog/types-of-channel-conflict-and-channel-power
(Additional readings)
Himona Ceramics (Case Study)
Session 31 (Project)
Project Monitoring to be done groupwise
Session 32
Evaluation of Channel Members
(PPT)
https://www.youtube.com/watch?v=9z7Cybw1rew
(Video)
https://www.smstudy.com/article/channel-performance-measurement-a-close-overview
(Additional Readings)
Session 33
Omni Channel Distribution: Pros and cons
(PPT)
https://www.youtube.com/watch?v=-CuTvZpbiYs
(Video)
https://epsnews.com/2020/03/04/6-pros-and-cons-of-an-omnichannel-distribution-strategy/
(Additional readings)
Session 34 (Flip Class-Practice)
https://www.linkedin.com/pulse/nike-case-study-what-omnichannel-retail-should-look-like-alex-senn/
(Omni Channel Case Study)
https://www.barilliance.com/omnichannel-retailing-example-guide/
(Additional readings)
Session 35 (Flip Class-Practice)
Multi-channel vs Omni channel
(PPT)
https://www.youtube.com/watch?v=44rQux8Jfps
(Video)
https://www.shopify.com/enterprise/omni-channel-vs-multi-channel
(Additional readings)
Session 36 (Project)
Project Monitoring and review group wise
Session 37
Functioning of a distribution/fulfillment center
(PPT)
https://www.youtube.com/watch?v=gs9UTVjeINE
(Video)
https://www.bigcommerce.com/ecommerce-answers/what-fulfillment-center-and-why-it-important/
(Additional readings)
Session 38
Use of Industry 4.0 technologies
PPT
https://www.youtube.com/watch?v=IMPbKVb8y8s
(Video)
https://multichannelmerchant.com/blog/industry-4-0-means-warehouse-operations/
(Additional readings)
Session 39 (Practice)
Revision, Doubt clearing and Question answers discussion
Session 40 (Practice)
Revision, Doubt clearing and Question answers discussion
https://institutes.aglasem.com/uptu-m-b-a-question-papers-mba-mk-03-sales-distribution-management/
Session 41 (Practice)
Revision, Doubt clearing and Question answers discussion
Session 42, 43 and 44 (Project Evaluation)
Practice component evaluation shall be conducted
Session 45 and 46 (Practice Evaluation)
Project Evaluation to be conducted
Our Main Teachers
Qualification: MBA (Marketing & Finance), UGC-NET Qualified in Management twice (2012 & 2014), Ph.D (Utkal University) Experience: 7.5 years in teaching with more than 2 years post Ph.D experience Publications: 11 (9 journal articles + 2 chapters in edited books) Dr Sabyasachi Dey is an Assistant professor in the area of marketing. His areas of […]