6BBA532: SALES AND DISTRIBUTION MANAGEMENT

A. Course Frame Work:

Credits: L-T-P: 4 – 0 – 0 Total Credits: 4
Contact Hours/Week: 4 Direct Teaching Hours: 60 Total Contact Hours: 60
Prerequisites:
Course Learning Objectives:
CLO1: To provide an understanding of the concepts, techniques and approaches for effective sales
management.
CLO2: To develop skills critical for generating, evaluating and selecting sales management.
CLO3: To give students right perspective of sales force management to enhance their effectiveness.
CLO4: To create awareness in distribution systems.
CLO5: To equip students with knowledge on managing marketing channels.
CLO6: To enable students with understanding of the latest sales and distribution techniques.
Course Outcomes: On Successful Completion of the Course, students will be able to :
CO1: Understand the concepts, techniques and approaches in the areas of sales management. (L2)
CO2: Generate and evaluate sales and distribution strategies.(L3)
CO3: Analyse the sales functions and its effects on other related departments. (L3)
CO4: Discover and relate the skills suitable for a sales career or to start a sales oriented
business. (L3)
B. Syllabus No. of
Hours
Module – 1: Introduction And Basic Concepts
Sales Management – Concept-Evolution Strategy- Objectives; Sales Organisation;
Sales Manager & Coordinator - Duties And Responsibilities; Sales Environment – 12
Types Of Sales-Industrial, Channel, Retail, Personal Selling – Objectives And Steps
Of Personal Selling.
Module – 2:Techniques Of Sales Management
Sales Cycle & Sales Process; Theories Of Selling; Buyer- Seller Dyads; Sales
Management Information System, Analysing Market & Sales Potential ,Sales 12
Management Planning

Module –3:Sales Force Management

Recruitment & Selection Of Sales Force; Training Of Sales Personnel, Compensation 10
& Motivation Of Sales Force; Monitoring & Performance Appraisal- Career
Development & Promotion Of Sales Force.
Module –4:Overview Of Distribution Management
Marketing Channels – Meaning, Need, Structure, Functions, Importance And
Relationships, Value Addition, Emergence Of Marketing Channel Structure-Primary 14
And Specialized Participants Channel Structure; Integrated Marketing Channels –
Horizontal, Vertical, Multi-Channel Marketing Systems - International Marketing
Channels.
Module -5: Managing Marketing Channels.
Selection Of Marketing Channels, Motivation Of Marketing Channels, Channel
Power, Vendor Management System, Distribution Analysis. Retail Organisation- 12
Independent Retailers, Chain Retailers-Leased Departments-Franchises Integrated
And Consumer Co-Operatives.

C. Scheme of Evaluations:
A. Continuous Internal Evaluation (CIE) Scheme: 50 Marks
Average Of
Components CCE Total Marks
Internal Tests
Max. Marks 20 30 50
B. Semester End Evaluation (SEE) Scheme: 100 Marks (Scaled down to 50 Marks)
Question Paper Pattern:
Section Number Of Number Of Marks/ Total Bloom’s (Modified)
Questions Questions To Be Question Marks For Taxonomy Level
Attempted The Section
A 7 5 3 15 Remembering
B 7 5 8 40 Understanding,
Application
C 4 3 15 45 Application, Analysis,
Evaluate

D. References:

Text Books

1. Sales & Distribution Management By Dr. S.L.Gupta, Excel Publications

2. Cundiff & Still, Sales Management, Pearson Education

3. Sales & Distribution Management By S.A. Chunavala, Himalaya Publishing House

4. Gopalakrishnan, Physical Distribution & Logistic Management, MCB UP LTD.