School: School of Batch :

Business Studies
Program: MBA Current Academic Year: 2018 - 19
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 Status
5 Course This course intent to cover the basic aspect of sales management and
Description distribution management. It also covers the basic aspects of supply
chain management
6 Course
Objective  To familiarize the students with the various Sales &Distribution concepts
and strategies used.
 To enable them to develop the Sales & Distribution strategies and plans
 To develop an acumen among the students to understand the practices
of Sales & Distribution industry in India.

7 Course After the completion of the course the students will be able to:
Outcomes
CO1: To define fundamental concepts of sales management
CO2:To explain various sales management models for organizations
CO3: To understand various concepts of distribution management

CO4: To illustrate various channels of distribution and new trends in

distribution.
CO5: To analyze different aspects of supply chain management

8 Outline syllabus CO Mapping

Unit A Introduction to Sales Management
A1 What is Sales, Difference in sales and Marketing CO1
A2 Selling skills and Different Sales Strategies CO1
A3 Emerging trends in sales Management CO1
Unit B Selling Process & Sales Management
B1 Selling Process CO2
B2 Sales Forecasting ,Market Demand, Qualitative and CO2
Quantitative Methods – Overview of Linear Regression, Time
Series Analysis, Moving Averages
 B3 Sales organizations, Recruitment of sales force, sales territory CO2
management, sales force motivation and compensation,
sales force controls.

Unit C Distribution & Management of Marketing Channels

C1 Understanding Dimensions of Distribution Mix CO3
C2 Introduction to Distribution Channels – Designing Distribution CO3
Channels Structure, Functions and Flows – Channel participants
- Type and Number of Intermediaries, Selecting a channel
C3 Logistics Management, Channel Information Systems, Channel CO3
Controls.
Unit D Channels and New trends in distribution
D1 Classifications, Functions, Key Tasks, Limitations CO4
D2 Retail Mangement, International Channels CO4
D3 e- distribution CO4
Unit E SCM
E1 Introduction to SCM, Inbound, Outbound Logistics CO5
E2 Benefits & Issues Related to SCM CO5
E3 Reverse Logistics CO5
Mode of Theory
examination
Weightage CA MTE ETE
Distribution 30% 20% 50%
Text book/s* Sales and Distribution Mangement by Dr Dr
Tapan K. Panda , Dr Sunil Sahadev – Oxford
Press

Other Marketing Channels, Stern, L.W. EI Ansari, A.L.,

References Coughlan, A.T.PHI

POs PO1 PO2 PO3 PO4 PO5 PO6 PSO1 PSO2 PSO3 PSO4
COs
CO1 2 1 - - 1 1 2 1 1 1
CO2 1 2 1 - 2 1 2 2 1 2
CO3 1 2 - 2 1 1 2 2 2 2
CO4 1 2 2 2 2 1 2 2 2 2
CO5 1 2 - 1 2 1 2 2 2 2