MIT SCHOOL OF BUSINESS

PGP – Syllabus Subject Name: Sales and Distribution Management Subject Code: M-14
1. Introduction to Sales and Distribution Management – Nature and Importance of

Semester IV

Sales Management – Role and Skills of Modern Sales Managers – Sales Objectives, Strategies, and Tactics – Emerging Trends in Sales Management
2. Personal Selling: Preparation and Process – Introduction: The Psychology in

Selling – Buying decision process – Buying situations or Types of Purchases – Effective Communication – Sales Knowledge and Sales Related Marketing Policies – The Sales Process – Transactional and Relationship Selling
3. Planning, Sales Forecasting and Budgeting – Marketing and Personal Selling

Strategies – Sales strategy – Developing Sales Forecast – Forecasting Approaches – Sales Budget
4. Management of Sales Territories and Quotas – Defining Sales Territory –

Procedure for Designing Sales Territories – Assigning Salespeople to Territories – Managing Territorial Coverage – Sales Quotas
5. Organizing and Staffing the Sales force – Concepts of Sales Organization – Basic

Types of Sales Organizational Structures – Specialization within the Sales force – Staffing the Sales force
6. Training, Motivating, Compensating, and Leading the Sales force – Managing the

Sales Training Process – Motivating the Sales force – Compensating the Sales force – Leading the Sales force
7. Controlling the Sales force – Sales force Expenses – Marketing Audit – Sales force

Audit – Evaluation of Effectiveness of Sales Organization – Evaluating and Controlling the Performance of Sales people
8. Distribution Management and Marketing Mix – Introduction to Distribution

Management – Need for Distribution Channels – How does Distribution add value?
9. Marketing Channels – Channel levels – Prominent Channel Systems

©2006 MIT School of Business, Pune

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10.

Designing Channel Systems – Channel Design and Planning Process – Selecting Channel Partners – Channel Design Comparison Factors – Channel Design Implementation Channel Management – Use of Channel Power – Channel Conflict – Principles of Channel Management – Channel Policies – Distribution Management for Services Channel Information Systems – Elements of a Channel Information System Channel Performance Evaluation – Channel Implementation Recommended Books 1. Sales And Distribution Management – Krishna K Havaldar 2. Sales Management – Still, Cundiff and Goroni 3. Professional Sales Management – Anderson R., Prentice Hall, Englewood Cliffs

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©2006 MIT School of Business, Pune

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MIT SCHOOL OF BUSINESS
PGP – Lecture Plan Semester IV Subject Name: Sales and Distribution Management Subject Code: M-14 Sessi Required Name of topics on no readings 1 Introductory Case Studies 1 to 10 2 Introductory Case Studies 1 to 10 3 Introductory Case Studies 1 to 10 Chapter 1 4 Introduction to Sales and Distribution Management Chapter 1 5 Case Study 1.1: PI Foods Ltd. Chapter 1 6 Personal Selling: Preparation and Process Chapter 1 7 Case Study 2.1: Elex Motors Ltd. Case Study 2.2: RK Consultants- Selling Consultancy Chapter 1 8 services Chapter 1 9 Planning, Sales Forecasting and Budgeting Chapter 1 10 Case Study 3.1: AG Refrigerators Ltd. Chapter 1 11 Management of Sales Territories and Quotas Chapter 1 12 Case Study 4.1: C G Engg Co-Achieving Quotas Case Study 4.2: M M Marketing Co- Territory and Quotas for Chapter 1 13 a New Product Chapter 1 14 Organizing and Staffing the Sales force Case Study 5.1: Electrical Product Co- Revision in Sales Chapter 1 15 Organisation Chapter 1 16 Case Study 5.2: Swishflow Ltd.- Hiring Sales people Training, Motivating, Compensating, and Leading the Sales Chapter 1 17 force Chapter 1 18 Case Study 6.1: C G Ltd: Refresher Training Chapter 1 19 Case Study 6.2: STI Ltd: Incentive Scheme for Sales people Chapter 1 20 Controlling the Sales force Chapter 1 21 Case Study 7.1: GTI Company Ltd. Chapter 1 22 Case Study 7.2: KKN India Ltd. Chapter 1 23 Distribution Management and Marketing Mix Chapter 1 24 Marketing Channels Chapter 1 25 Introduction Channel Institutions: Retailing, Wholesaling Chapter 1 26 Designing Channel Systems Chapter 1 27 Case Study 12.1: Snow White Paper Co Chapter 1 28 Channel Management Chapter 1 29 Case Study 13.1: Popular Foods Ltd. (PFL) Chapter 1 30 Case Study 13.2: Gem Soaps & Detergents Chapter 1 31 Case Study 13.3: Apple Food Products (AFP) Chapter 1 32 Channel Information Systems Chapter 1 33 Case Study 14.1 : Indian Engineering Ltd. (IEL) Chapter 1 34 Case Study 14.2: Teekha Spices Ltd. Chapter 1 35 Case Study 14.3: Ashwin Healthcare Ltd. (AHL)

©2006 MIT School of Business, Pune

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