COURSE TEMPLATE v0.

1. INFORMATION
Administrative information about the course
1 COURSE CODE
2 TITLE
3 CREDITS
4 LEVEL
5 PROGRAM
6 DEPARTMENT
7 AREA
8 LECTURE:TUTORIAL:PRACTICAL (L+T+P =CREDITS)
PRE-REQUISITES
9
10 OTHER INFORMATION
11 Approved?
12 Approval Link

2. DESCRIPTION
Description The course will offer students learning on real-life and theoretical principles and strategies of co
The course will attempt to give students intimate insights into actual situations and cases, enab
3. OBJECTIVES OF THE COURSE
This section describes the intention of instruction and what faculty members want to covered in the course.
Sl.No Course Objectives
1 The course aims to introduce concept of Sales & Distribution
Management as a composite function of marketing

2 It will provide insights about focus on the understanding of the

sound sales & distribution strategy development
3 The course will attempt to give students intimate insights into
management of marketing channels, and sales force management
in a business organization.
4 The course will teach real-life and theoretical principles and
5 strategies of company
It will provide insightsSales
aboutand Salesmanship,
learner actionableand Distribution
challenges and
Channels at
opportunities the
ofmarketplacedevelop
the sales function, inessential
the digital
context of skills and
Indian
6 The course will attempt to give students intimate insights into
knowledge
companies
actual and products/brands,
situations and cases from a practical and result
7 This course
oriented will enable
standpoint. them to systematically understand and
8 improve their
It will help selling
them skills and
in problem knowledge
diagnosis in practical
and taking and in
decisions
functional
light of the areas of
various the actual
facts business
andand
facets situations.
of situations
9 Develop basic selling skills insights requiredand cases. their
to achieve
10 academic, professional and personal goals
To develop skills and abilities to manage selling activities, sales
teams and territories as ones own business.

4. TOPICS
Sl.No Topics
1 Introduction To Sales Management and Buyer Behaviour
2 Objectives of Sales Management / Sales Process
3 Sales Organizations & Sales Territories / Buyer Roles
4 Selling Skills and Selling Strategies / Managing Sales Information
5 Introduction Sales force Automation & Measuring Sales
6 Performance
Recruitment & Selection of Sales Force / Training of Sales Force
7 Sales Budgets , Sales Quotas , Sales Negotiation
8 Evaluation of Sales Force and Compensation
9 Sales organization and Sales Management. Territories and
10 Targets, Training and
Sales forecasting & Development,
Budgeting Performance and result
evaluation.
11 Retailing & Wholesaling /B2B Selling
12 Distribution Channel Management, Value Addition & Advantages
13 Distribution Channels, types, planning and management for
14 effective sales, market
Channel Design Factorsleadership
- selecting,and profitsevaluating and
training,
15 motivating channel
Marketing Mix, members.
Channel Conflict , Channel Power ,Channel
16 Information Systems,International Sales & Distribution
Management
17
18

5. COURSE OUTCOMES
What the student will be able to demonstrate on successful completion of the course, (1=low, 2=moderate, 3= high
Sl.No Course Outcomes
1 Understand the role and function of sales in Marketing and
become aware of their responsibilities

2 Apply the selling process B2C and B2B

3 Understand selling process and how the Decision making Unit
4 works
Analyse Sales Teritory and Sales Conflicts
5 Evaluate Sales Forecast and Sales Potential
6 Understand Sales Negotitaion & how CRM helps in Selling
7 Evaluate Distribution conflicts and Channel Conflicts
8 Understand International Sales and Distribution management

5a. INDICATIVE READING LIST

Sales & Distribution Management - Tapan Panda & Sunil Sahadev - 2nd Ed - Oxford
Pro Active Sales Management William Skip Miller
Management of a Sales Force Spiro, Stanton & Rich Tata McGraw-Hill
Fundamentals of Selling Charles M Futrell Tata McGraw-Hill
Sales & Distribution Management- Text & Cases K K Havaldar & Vasant Cavale McGraw-Hill
6. COURSE OFFERING
a. SESSION PLAN
Please describe the content , activities, reading/viewing material, schedule of assessments, and the resources to be
Session Topics
1,2,3 Introduction To Sales Management and Buyer Behaviour
4,5,6 Objectives of Sales Management / Sales Process
7,8,9 Sales Organizations & Sales Territories / Buyer Roles

10,11,12 Selling Skills and Selling Strategies / Managing Sales Information

13,14,15 Introduction Sales force Automation & Measuring Sales

Performance

16,17,18 Recruitment & Selection of Sales Force / Training of Sales Force

19,20,21 Sales Budgets , Sales Quotas , Sales Negotiation

22,23,24 Evaluation of Sales Force and Compensation

25,26,27 Sales organization and Sales Management. Territories and

Targets, Training & Development, Performance and result
evaluation.
28,29,30 Sales forecasting and Budgeting
31,32,33 Retailing & Wholesaling /B2B Selling

34,35,36 Distribution Channel Management, Value Addition & Advantages

37,38,39 Distribution Channels, types, planning and management for
40,41 effective Design
Channel sales, market
Factorsleadership
- selecting,and profitsevaluating and
training,
motivating channel members.

42,43 Marketing Mix, Channel Conflict , Channel Power ,Channel

44,45 Information
InternationalSystems
Sales & Distribution Management
b. ASSESSMENT AND EVALUATION PLAN (1=low, 2=moderate, 3= high; leave blank if not applicable)
The assessement and evaluation plan needs to be mapped to the Course Outcomes (CO) listed above. (1=low, 2=mo
Sl.No A
1 Group Assignment
2 Individual Assignment
3 HBR Case studies Assignments
4 Live-Project Presentation
5 End-term
6
7
8
9
10
11
12
 Prepared by Gitesh Chavan
Reviewed by Prof. Khyati Jagani
Approved by Prof. Frederick Herbst
MKTG303
SALES AND DISTRIBUTION MANAGEMENT
3
300
Undergraduate
Marketing
Marketing
45:00:00
Marketing Management MKTG 201

heoretical principles and strategies of company Sales and Salesmanship, and Distribution Channels at the marketplace. It
ts into actual situations and cases, enabling them to systematically understand and improve their selling skills and knowl

mbers want to covered in the course.

 Hours
3
3
3
3
3
3
3
3
3
3
3
3
3
3
3

45

the course, (1=low, 2=moderate, 3= high; leave blank if not a

Remember Understand Apply
3

3
3

Ed - Oxford

Cavale McGraw-Hill
e of assessments, and the resources to be employed during the
Readings/Viewings

HBR - Who does the buying - Major Sales

Spending a day in the life of the customer

Article: Frank Cespedes “Putting Sales at the

Center of Strategy” (2014) HBR (F1410A)
Article: Thomas Steenburg and Michael
Ahearne “How to sell new products” (2018)
HBR (R1806G)
Article: Sales Force Management and
Measurement (2005) Darden School of
Management
Case: Doug J Chung, Commercial Sales
Transformation at Microsoft (A), HBS (9-519-
054)
Article: Second Thoughts about a Strategy Shift
(2014) HBR (R1412X)

Case: New Science: Pioneering the Inside Sales

Revolution. Michigan Ross School of Business,
WDI Publishing (W04C91)

Article: Selling the Sales Force on Automation

(2006) HBR
Article: All pain, no gain? Why adopting sales
force automation tools is insufficient for
performance
The challengeimprovement (2013)
of Multichannel Business
Marketing
Horizons
Management
How to Win in an Omnichannel World
Article: V Kasturi Rangan (2015), Developing
and managing channels of distribution, HBS
(8149)
Case: Anne Coughlan, Benjamin Neuwirth
(2015), d.light Design: Marketing Channel
Strategies in India,
Farm Harvest: HBS (KEL876)
A Distribution Dilemma
An Irate Distributor: The Question of
Profitability
Article: Benjamin Yen, Yihong Yao (2015), The
Internet of Things (IoT): Shaping the Future of
e-Commerce, The University of Hong Kong,
Asia Case Research Center (HK1063)
Case: John A. Quelch, Sunru Yong (2015),
Eco7: Launching a New Motor Oil, HBS
(916507)

Shirazi Automation Case

h; leave blank if not applicable)
utcomes (CO) listed above. (1=low, 2=moderate, 3= high; leave
Weightage CO1 CO2
20% 1 2
10% 1
20% 2 1
20% 2 2
30% 3 3
Analyse Evaluate Create

3
2

2
CO3 CO4 CO5 CO6 CO6 CO7
2 2 2 1 1 1
1
2 1 2 2 1
3 3 3 2 3 3
3 3 3 3 3
CO8