Annexure ‘CD – 01’

L T P/S SW PSDA TOTAL

Course Title: Sales and Distribution Mgmt for Lawyers CREDIT
Course Code: MKTG206 UNITS
Credit Units: 4 3 0 0 2 3 4
Course Level: UG

Course Objectives:

With the advent of global interactions in businesses, use of information systems, increased competition and rapid transformation in communication has given
rise for higher level of customer orientation which in turn has made sales and distribution management extremely important.

 The course is designed to acquaint the law students with the concepts which are helpful in developing, understanding and managing sales force and
marketing channels so as to gain competitive advantage
 The course is designed to familiarize the students with the concepts, techniques and practical aspects of the key decision making variables in distribution
channel management.

 To provide an understanding to the law students of the concepts, attitudes, techniques and approaches required for effective decision making while
handling legal cases in the areas of Sales and Distribution.

Pre-requisites: The students opting for this course should have basic knowledge of Marketing Management.

Course Contents/Syllabus:
Weightage (%)
Module I Introduction 15 %
Descriptors/Topics :

 Introduction to sales and distribution management.

 Sales Management
 Objectives and functions
 Tasks of sales management
  Selling strategy
 The Salesman
 Personal selling
 Technology’s Impact on Sales (Big Data, Sales Force Automation, Cloud CRM, Social Platforms, Mobile
Technology
 New Means of Selling
 Ethical Issues in Sales Management
Module II: Operational decisions in Sales Organization and Control 20 %
Descriptors/Topics :

 Purpose of Sales Organisation

 Setting sales organization
 Types of sales organization structures
 Coordinating selling function with other marketing activities
 Sales Territory: Concept and process of devising sales territories
 Sales forecasting and Sales Potential, Sales Forecasting Techniques
 Sales Budget: Purpose and Procedure
 Sales Quotas: Concept and types.
 Design of Sales Quotas and Territories

Module III: Strategic Decisions in Sales Force Management 20 %

Descriptors/Topics :

 Organization
 Sales force planning
 Profiling
 Recruiting
 Training,
 Routing and scheduling of sales force
 Sales Meetings and Sales contests
 Sales audit
 Analysis of Daily Sales Activity Report
Module IV: Managing the Distribution channel 15 %
Descriptors/Topics :

 Distribution Channels: Concept, Functions and Types

 Distribution channel strategy and features of effective channel design
  Channel Conflict: Concept and stages, conflict management
 Robotic Distribution System

Module V: Logistics and Supply Chain Management 20 %

Descriptors/Topics :

 Definition & scope of logistics, Components of logistics

 Inventory management decisions: Concept of EOQ, ROP, JIT, online inventory management
 Out bound Logistics: Transportation decision, location and warehousing decisions
 Concept and scope of Supply chain management.
 Components of Supply Chain Management.
 RFID’s Technology ( Radio Frequency Identification )

Module VI : Sales Force Motivation 10 %

Descriptors/Topics :

 Motivation and compensation

 Supervision of Salesmen
 Sales Training: Areas of sales training: Company specific knowledge, product knowledge, industry and market
trend knowledge, and customer education
 Performance Evaluation

Course Learning Outcomes: By the end of the course students will be able to

 Understand and remember the concept of Sales and Distribution Management

 Analyze and Apply theories and practice the same through assignments and case studies with a focus on legal cases related to sales and distribution
management.

 The course learning can help students to create and design problem solving skills related to sales and distribution management.

Pedagogy for Course Delivery:

This course will consist of blend of lectures, PowerPoint Presentations, Video and audio tapes, case studies, role plays and quizzes. Case studies and role plays
will give an insight into challenges and dilemmas of Sales executive and how to efficiently handle those situations. The emphasis will be on assimilating the
learning through application of the theoretical inputs on real life cases and situations. Interactive Programmes could be initiated to take up the concepts and
increase the understanding of concepts. Guest lectures can be arranged to discuss the cases relevant to any firm’s sales and distribution management.

List of Professional Skill Development Activities (PSDA):

1. On the basis of the role play activity done in the class, analyze and prepare a report on the importance of personal selling.
2. Analyze, appreciate and prepare a project on the sales training of any organization.
3. Analyze any case available on Manupatra or any legal website related to sales and distribution management of any firm and submit a report.

Lab/Practicals details, if applicable: NA

Assessment/ Examination Scheme: NIL

Theory L/T (%) Lab/Practical/Studio (%) End Term Examination

40 % NA 60 %

Theory Assessment (L&T):

Continuous Assessment/Internal Assessment End Term
(40%) Examination
(60%)
Components Mid term HA Project Attendance
(Drop down) Exam

Linkage of NA Linked to Linked to NA

PSDA with PSDA 1 PSDA 2 & 3
Internal
Assessment
Component, if
any
Weightage (%) 10 % 10 % 15 % 5% 60 %

Mapping Continuous Evaluation components/PSDA with CLOs

Bloom’s Level > Remembering Understanding Applying Analysing Evaluating Creating

 Course  Understand and remember  Analyze and Apply
Learning the concept of Sales and theories and practice the
Outcomes Distribution Management same through
assignments and case
studies with a focus on
legal cases related to
sales and distribution
Assessment type management.
 Analyze and Apply  The course learning can
theories and practice the help students to create
same through and design problem
assignments and case solving skills related to
studies with a focus on sales and distribution
legal cases related to management.
sales and distribution
management.

/PSDA

Home √ √ √ √
Assignment –
PSDA 1

Project – √ √ √ √
PSDA 2
Project- √ √ √ √ √
PSDA 3
Midterm √ √ √ √ √ √

Text & References

 Sales and Distribution Management: Text and Cases; Krishna K. Havaldar, Vasant M. Cavale Tata Mc-Graw Hill Education. ISBN: 0070611904

 Sales and Distribution Management; Tapan K. Panda and Sunil Sahadev; Oxford University Press. ISBN: 9780198077046

 Sales Management: Decision Strategy and Cases; Richard R. Still, Edward W. Cundiff and Norman A.P. Govani; Pearson Education.
ISBN:9788131710890

 Management of Sales Force; Rosann Spiro, William Stanton, Gregory Rich; Tata Mc-Graw Hill Education. ISBN: 978-0072398878

 Sales and Distribution Management :Ramendra Singh Vikas Publishing House Pvt Ltd ISBN: 9789325994065
Journals:

 Harvard Business Review

 International Journal of Sales

 The Journal of Sales and Marketing

 Journal of Marketing Channels

Suggested Readings:

 Manage Consolidation in the Distribution Channel, Adam J. Fein and Sandy D. Jap, MIT Sloan Management Review, October 15, 1999 What the
CUSTOMER wants you to KNOW; Ram Charan; Penguin Books India Pvt. Ltd.
 Organizing and Managing Channels of Distribution, Gary L. Frazier, Journal of the Academy of Marketing Science, SAGE Publications on January 4,
2008
 Harvard Business Review on Strategic Sales Management Harvard Business Review Paperback Series) Paperback – April 12, 2007