COURSE PLAN 2011-12 Sales & Distribution Management MK 623 Session 1 Session 2 Session 3 Session 4 Session 5 Session 6 Session

7 Session 8 Session 9 Session 10 Session 11 Session 12 Session13 &14 Session 15 Session 16 Session 17 Session 18 Session 19 Session 20 Session 21 Session 22 Session 23 Session 24 Session 25 Session 26 Session 26-27 Session 28-29 Session 30 Session 31-33 Session 34 Session 35-36 Session 37 Session 38-39 Internal Evaluation: Quizzes/Tests Exercises Case Study Discussion/Submission Class Participation 10% 05% 10% 05%
Introduction to the course Sales & Distribution Management. Class Exercise I What is Sales Management? Definition; Objectives of SM Relative importance of Sales in the four elements of promotion mix;

Sales Mix Types of Selling Roles, Cognitive dissonance concept Detailed steps in the process of selling. Theories of selling. Personal Selling Process Basic Steps Feature Benefit selling and other presentation techniques. QUIZ I Use of SPIN approach in selling. Closing of sale. Its importance and types of close. Self-analysis The Sales Department: Determining the kind and size Of the Sales Force Boat Selling exercise/ Case Study Determination of Sales Potential & sales Forecast Techniques of forecasting. Determining the kind and size of sales force. Organization of the sales department. Types of Sales Organization Structures. Sales Training Sales Force motivation & Compensation Sales Budget and sales Quotas Sales Quotas. Sales territory management Sales Control & Cost Analysis Distribution System: Distribution Channels, decision Variables Case study Channel management: Negotiation & Conflicts Motivation & Evaluation Indian Distribution System Quiz/Test 3 Supply Chain Management; Concept, Logistics for Physical distribution Transportation, Warehousing Inventory management Case Study Recent trends in Whole Selling & Retailing Review & Recapitulation

Suggested Books: 1. Sales Management;Still,Cundiff & Govoni.Prentice hall of India 2. Sales Management; Johnson, Kurtz & Scheuing, McGraw Hill. 3. Sales & Distribution Management;Tapan K Panda& Sunil Sahadev 4. Sales & Distribution Management; text & Cases; Krishna K Havaldar.