Subject: FT- 305 MMAJ " SALES AND DISTRIBUTION MANAGEMENT "

Course Objectives:

The objectives of this course are to expose the student to various aspects of Sales and Distribution Management as an integral part of marketing management, and provide abilities in sales and distribution system.

Examination Scheme:

The faculty member will award internal marks out of 40 based on three assessments of 20 marks each of which best two will be considered. The end semester examination will be worth 60 marks having theory and cases/practical problems.

Course Contents:

1. Personal Selling:  The Role of personal selling in marketing mix. The personal
   Selling process, Personal selling objectives, Types of Sales Jobs.

2. Theories of Sales Management: objectives, Nature and Scope. Buyer –Seller
   Dyads, Theories of selling -AIDAS Theory, "Right set of circumstances" Theory,
   "Buying Formula" Theory, and Behavioral Equation Theory of selling.

3. Sales Planning: Sales Organization, Sales Forecasting, Sales Budgeting, Territory
   Design and Setting Quotas.
   
   
4. Operational Sales Management:  Selection, Training, Motivation and
   Compensation, Evaluation and Control of Sales Force.
   
   
5. Distribution: Design of Distribution Channel, Management of Channels, Managing Co-operation, Conflict and Competition, Vertical and Horizontal Marketing Systems.
   
   
6. Wholesaling and Retailing: Importance, Types, and Marketing Decisions for Wholesalers, Retailing: Importance, Types, Retailer Marketing Decisions.
   
   
7. Physical Distribution: Objectives, Order Processing, Warehousing Inventory, Transportation, Organizing for Physical Distribution, EDI and supply chain, Internet as a medium for order processing and Information.
   

Text Readings:

1.Cundiff & Govni, "Sales Management- Texts and Cases", New Delhi: PHI

2. Ingram, Laforge, Avila, Schwepker and Williams, "Sales Management" Thomson

Suggested Readings:

1. Watuba R. Thomas., "Sales Management – Texts and Cases" ,Business Publication Inc.
2. Johnson, Kurtz and Scheving- "Sales Management, Concept Practice and Cases", McGraw Hill NY