Course Name: Fundamentals of Sales and Distribution Management

Course Code: T2469

Number of Credits: 3

Level – 3

Course code: 0210210416

Elective course Credits: 3 Number of Hours: 45

Total Marks: 75 External Examination: 45 marks Internal Evaluation: 30 marks
Overview of the Course:

This course will introduce students to the dynamic world of sales and distribution. The course
deals with understanding the different concepts in Sales Management. It will also help students
gain knowledge about the various sales and distribution channels. The course will also help
students acquire a basic understanding of Domestic and Global Sales and Distribution practices.

Learning Objectives:

1. To help students understand the concepts in Sales management

2. To help students know about the various distribution channels.
3. To make students analyze the impact of sales force management on effective selling.
4. To help students interpret the domestic and global sales and distribution management
process.
5. To make students develop selling skills required in effective selling.

Course Outcomes: At the end of the course, the student will be able to:

Explain the different constructs used in understanding sales management.

Elaborate the different distribution channels used in distribution of products globally.

Interpret the impact of sales force management in effective selling.

Apply the theoretical constructs related to global sales and distribution management in effective
selling.

Develop selling skills required in a globally competent world.

CO-PO Mapping:
PO1: To employ the theoretical constructs to assess and evaluate dynamic global business
environment
PO2: To demonstrate leadership skills in multidisciplinary settings, while exhibiting sensitivity
towards a sustainable environment.
PO3: To engage in life‐long learning through research adopting contemporary modes of learning.
PO4: To take decisions on the principles of ethics, integrity and accountability.

PO1 PO2 PO3 PO4

CO1 Strong Moderate Moderat Moderate
e

CO2 Strong Moderate Moderat Moderate

e

CO3 Strong Strong Moderat Moderate

e

CO4 Moderate Strong Moderat Strong

e

CO5 Moderate Strong Moderat Strong

e

Teaching Pedagogy:
 Lectures
 Case studies
 Assignments
 Projects & presentations
 Flip mode teaching
 Collaborative teaching with experts from industry
 Simulation and games
 No. Reading(Text +
of Reference)
S. Sub-Topic(s) to be
Broad Topic Hou Pedagogy
No. covered
rs

1 SL.Gupta(2010)
Lecture
Understanding the Sales and
Video
concept of Sales Distribution
Classroo
management Management-
m activity
Excel Books
Introduction
1 SL.Gupta(2010) Lecture
to Sales
Sales Management Sales and Discussio
Management
1 place within the Distribution n
Role
Marketing function Management-
Duties of the
Excel Books
Sales
Manager 1 SL.Gupta(2010) Lecture
Sales and Discussio
Role and Duties of
Distribution n
the Sales Manager
Management-
Excel Books
2 The Selling 1 SL.Gupta(2010) Lecture
Process Understanding the Sales and Discussio
Different Steps in the Selling Distribution n
theories of Process Management-
selling Excel Books
1 SL.Gupta(2010) Lecture
Understanding the Sales and Discussio
Steps in the Selling Distribution n
Process Management-
Excel Books
1 SL.Gupta(2010)
Sales and Lecture
Understanding the
Distribution Discussio
Steps in the Selling
Management- n
Process
Excel Books Classroo
m activity
1 SL.Gupta(2010) Lecture
Understanding the Sales and Discussio
theories behind Distribution n
selling Management-
Excel Books
Understanding the 1 SL.Gupta(2010) Lecture
 Sales and Discussio
theories behind Distribution n
selling management-
Excel Books
1 SL.Gupta(2010) Lecture
Understanding the Sales and Discussio
theories behind Distribution n
selling Management-
Excel Books
1 SL.Gupta(2010) Lecture
Sales and Discussio
Setting up sales
Distribution n
organisation
Management- Classroo
Excel Books m activity
1 SL.Gupta(2010) Lecture
Factors determining Sales and Discussio
sales organization Distribution n
Sales structure Management-
Organization Excel Books
3
– Principles 1 SL.Gupta(2010) Lecture
and Design Sales and Discussio
Functions of Sales
Distribution n
Organisation
Management-
Excel Books
1 SL.Gupta(2010) Lecture
Sales and Discussio
Role of Sales
Distribution n
Organisation
Management-
Excel Books
4 Managing 2 SL.Gupta(2010) Lecture
the Sales Sales and Discussio
Salesforce
Force: Distribution n
Management
Recruitment Management-
and Excel Books
Selection, 2 SL.Gupta(2010) Lecture
Training of Recruitment and Sales and Discussio
salesforce selection of Distribution n
Motivation salesforce Management-
of Sales Excel Books
Force 1 SL.Gupta(2010) Lecture
Compensatio Sales and Discussio
n,monitoring Training of
Distribution n
and Control salesforce
Management-
Excel Books
Motivation of Sales 1 SL.Gupta(2010) Lecture
Force Sales and Discussio
 Distribution n
Management-
Excel Books
2 SL.Gupta(2010) Lecture
Compensation and Sales and Discussio
motivation of Distribution n
salesforce Management-
Excel Books
1 SL.Gupta(2010) Lecture
Sales and Discussio
Sales Forecasting Distribution n
Management- Video
Excel Books
Sales
1 SL.Gupta(2010) Lecture
Forecasting
Sales and Discussio
and
5 Sales budgeting Distribution n
Budgeting ;
Management-
Sales
Excel Books
Promotion
1 SL.Gupta(2010) Lecture
Sales and Discussio
Sales Promotion Distribution n
Management-
Excel Books
1 SL.Gupta(2010) Lecture
Planning and Sales and Discussio
managing sales Distribution n
territories Management-
Excel Books
1 SL.Gupta(2010) Lecture
Management
Sales and Discussio
of Sales Managing sales
6 Distribution n
Territory and quotas
Management-
Sales Quotas
Excel Books
1 SL.Gupta(2010) Lecture
Difference between Sales and Discussio
sales quotas and Distribution n
sales targets Management-
Excel Books
7 Introduction 1 SL.Gupta(2010) Lecture
to Understanding how Sales and Discussio
Distribution goods and services Distribution n
Management are distributed Management- Video
Channel Excel Books
flows, Basics types of distribution 1 SL.Gupta(2010) Lecture
of channels and Sales and Discussio
Warehousing channel flows Distribution n
 Management-
Excel Books
1 SL.Gupta(2010) Lecture
types of distribution Sales and Discussio
channels and Distribution n
channel flows Management-
Excel Books
1 SL.Gupta(2010) Lecture
Understanding Sales and Discussio
basic principles in Distribution n
Warehousing Management-
/ Inventory/ Excel Books
Transportatio 1 SL.Gupta(2010) Lecture
n planning Inventory Sales and Discussio
Management and Distribution n
Control Management-
Excel Books
1 SL.Gupta(2010) Lecture
Planning for Sales and Discussio
transportation and Distribution n
delivery Management-
Excel Books
8 Intermediarie Understanding the 1 SL.Gupta(2010) Lecture
s and intermediaries Sales and Discussio
Channel involved in Distribution n
Formats distribution and Management-
their roles, Excel Books
functions,
objectives and
responsibilities
Understanding the 1 SL.Gupta(2010) Lecture
intermediaries Sales and Discussio
involved in Distribution n
distribution and Management-
their roles, Excel Books
functions,
objectives and
responsibilities
Understanding the 1 SL.Gupta(2010) Lecture
intermediaries Sales and Discussio
involved in Distribution n
distribution and Management-
their roles, Excel Books
functions,
objectives and
responsibilities
 Understanding the 1 SL.Gupta(2010) Lecture
different formats in Sales and Discussio
which channels are Distribution n
structured and their Management-
characteristics and Excel Books
functioning
Understanding the 1 SL.Gupta(2010) Lecture
different formats in Sales and Discussio
which channels are Distribution n
structured and their Management-
characteristics and Excel Books
functioning
Understanding the 1 SL.Gupta(2010) Lecture
different formats in Sales and Discussio
which channels are Distribution n
structured and their Management-
characteristics and Excel Books
functioning
1 SL.Gupta(2010) Lecture
Analyzing
Sales and
strategies to
Distribution
manage channel
Management-
partners
Excel Books
1 SL.Gupta(2010) Discussio
Analyzing
Sales and n
strategies to
Managing Distribution
manage channel
channel Management-
partners
partner Excel Books
9
(includes 1 SL.Gupta(2010) Lecture
channel Understanding Sales and
conflict) reasons for channel Distribution
conflicts Management-
Excel Books
1 SL.Gupta(2010) Discussio
Sales and n
Ways to resolve
Distribution
channel conflicts
Management-
Excel Books
1 SL.Gupta(2010) Lecture
International
Sales and
International Trends in Sales and
Distribution
Trends in Distribution
Management-
10 Sales and Management
Excel Books
Distribution
International 1 SL.Gupta(2010) Discussio
Management
Trends in Sales and Sales and n
Distribution Distribution
 Management-
Management
Excel Books

Internal Evaluation Pattern

Serial Type Tentative Date* Marks

Number
1 Sales Pitch video 10
2 Experiential 5
learning project
report
3 Experiential 5
learning project ppt
presentation
4 Class test 10
Total 30

 Suggested Books:
1. SL.Gupta(2010) Sales and Distribution Management-Excel Books
2. Still, Richard R/ Cundiff, Edward W/ Govoni, Norman A P(2008) Sales Management-
Pearson
3. K Havalsar and V Cavale(2011) Sales and Distribution management-McGraw Hill
4. D Jobber and G Lancaster(2018) Selling and Sales Management-Pearson
 Suggested Journals, Magazines and Newspapers:
1. Journal of Personal Selling and Sales Management
2. Journal of Marketing and Sales Management
3. Economic Times
 Other support material/sources:
1. www.salesforce.com
2. www.sellingpower.com

Name of Faculty:
Signature