School: Batch :

Program: Current Academic Year: 2018-19, Even term

Branch: Semester:
1 Course Code ********
2 Course Title Sales and Distribution Management
3 Credits 3
4 Contact 3-0-0
Hours
(L-T-P)
Course Type Compulsory
5 Course 1. To provide insights into the core functions of Sales and Distribution in
Objective Organization
2.To highlight the role of Sales and Distribution functions in enhancing
Organization productivity
3.To analyze the challenging role of Sales and Distribution functions and
its role in enhancing Market share for organization
4. To demonstrate the critical role of Sales and Distribution function in
enhancing Customer service and finally achieving Vision of the
Organization.

6 Course CO1: To understand the importance and scope of Sales and Distribution
Outcomes functions in an Organization and its role in organization productivity
CO2: To have a thorough knowledge of Sales & Distribution techniques
and their contribution to sustain in competitive environment
CO3:To evaluate Sales and Distribution contribution to Organization
productivity and Customer Service in dynamic changing environment
CO4: To gain insights into the emerging trends in Sales and Distribution
functions and the role of Information Technology in achieving
Organization sales & distribution objectives.

7 Course The course is designed to provide insights in the Area of Sales and
Description Distribution function to students in real time environment. The challenging
role of Sales and its Contribution for Organization productivity and growth
of market share in competitive environment. The Course lays emphasis on
the role of Information technology in enhancing Sales and Service to its
customers equipped with high security issues and features.
8 Outline syllabus CO Mapping
Unit 1 Introduction
CO1, CO2
Nature and scope of sales management & Ethical
A Leadership
B CO2
Sales forecasting and Budgeting decisions
C CO2
Emerging trends in sales management & Personal selling
strategies
Unit 2 Sales Territories & Quotas
A CO1
Designing Sales Territories & Sales Organization structure
B CO2,
Sales forecasting techniques
C CO2
Recruitment and selection of sales force, Motivation &
Compensating sales force
Unit 3 Distribution management
 A CO2
Introduction to distribution channels
B CO3
Marketing channels strategy
C CO3
Levels of Channels & Distribution channel management

Unit 4 Distribution strategy

A CO3
Classifications, Functions, Key tasks & Role of I.T in
Distribution
B CO3
E-commerce & Distribution strategies
C CO4
Security Issues in Distribution
Case Studies
Unit 5 Supply Chain management
A CO3,CO4
Introduction to SCM
B CO3
Benefits & issues related to Supply Chain Integration
C CO4
3rd Party Logistics & Outsourcing
Case studies
Mode of Theory
examination
Weightage CA MTE ETE
Distribution 30% 20% 50%
Text book/s* Sales and Distribution Management, 6e, by Richard R still
& Edward W. Cundiff, Pearson Education, 2017
Other . Marketing Channels, Stern, L.W. El Ansari, A.L.
References Coughlan, PHI
2. McMurry & Arnold How to build a
dynamic Sales Organisation
3. Pradhan , Jakate & Mali Elements of
Salesmanship and Publicity
4. Anderson R Professional Sales
Management 5. F.L. Lobo Successful
Selling

Pos PO1 PO2 PO3 PO4 PO5 PO6 PSO1 PSO2 PSO3 PSO4
Cos
CO1 2 2 2 2 2 2 3 2 2 3
CO2 2 3 2 3 2 2 2 3 2 3
CO3 2 3 2 2 2 2 3 2 2 3
CO4 2 3 2 2 2 2 2 2 3 3

1-Slight (Low)
2-Moderate (Medium)
3-Substantial (High)