Dwarka, New Delhi-110077

SALES AND DISTRIBUTION MANAGEMENT

Lesson Plan
No. of Periods per week: 1
Each session is of 1 hr. 15 minutes
No. of credits: 1.5
Objective of the course: The purpose of this course is to make students familiar with
the concepts of sales and distribution management. The role of sales management
has widened considerably than what it used to be earlier. Distribution poses
additional challenges for the marketer.
The course aims to make students understand the concepts and applications of
sales management in the real-life situation.

SALES AN DISTRIBUTION MANAGEMENT

No. of
Content Cases Learning Objectives
Sessions
Introduction to Sales PI Foods  Understand evolution,
Management, Selling Limited importance of sales
process management.
1
 Personal selling process,
steps

Selling approaches.  Sales Managers Skills

and skills  Personal selling
approaches, Sales
1
presentations, Closing
methods.

Selling approaches Role Play  Learn selling skills.

and skills.  Understand Sales
Understanding Sales forecasting methods
Forecasting,  Importance and methods 1
Budgeting. of sales budgeting.

Sales Territories SM  Territories concepts, 1

management. Technologies benefits, designing
 methods.
 Sales quotas, types,
methods

Creating and staffing Diamond  Types and structure of

Sales Organization
Industries Sales Organization
Limited.  Salesforce size,
Recruitment, Selection and 1
training and Socialization
of the sales force.

Motivating,  Sales training process

Compensating and  Motivating salesforce.
leading the sales  Compensation methods. 1
force.  Leading sales force.

Controlling salesforce.  Sales Controls

 Evaluating sales personnel
1

Introduction to Footwear (India)  Role of distribution,

distribution Limited approaches
management.  Channels, types, flows, 3
expectations
 Trends in distribution.
Role of Retailing Santosh Kirana  Functions, Classification
 Strategic Issues, Types
 Indian Retail scenario. 1
 Online retailing.

Managing Electronic Prabhat General  E-Commerce

Channels Stores  Issues
 Channel Conflicts 1
 Role of Wholesaling  Functions, Classifications
 Strategic issues
 Limitations and Challenges 1

Channel Management Sunshine Lumiere’s  Designing Channel,

and Control Limited channel alternatives
 Selection, training and
motivating channel 1
partners
 Managing Channel
Conflict.

Book recommended:
Text Book:
Title: Sales and Distribution Management, 3rd edition
Author: Krishna Havaldar, Vasant Cavale
Publisher: McGraw Hill Education.

Reference Book/s:
Title: Sales and Distribution Management
Author: Panda and Sahadev
Publisher: Oxford.