Marketing Domain : Sales and Distribution Management

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Course Name : Sales and Distribution Management

Code(Credit) : CUMM2361(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

Learning 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

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 &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.

Session Plan

Session 1

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Session 2

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