BA 4012

Sales and Distribution Management

HBS > Professional Electives > Sales and Distribution Management
Course ID
BA 4012
Level
Post Graduation
Semester
Semester III

OBJECTIVES:
• To gain insights into the selling and distribution process.

UNIT I INTRODUCTION
Sales management – nature and scope. Sales management positions. Personal Selling – Scope, theories and strategies. Sales forecasting and budgeting decisions. Online selling – scope, potential, Merits and Demerits.

UNIT II PERSONAL SELLING PROCESS, SALES TERRITORIES & QUOTAS
Selling process and relationship selling. Designing Sales Territories and quotas. Sales organisation structures.

UNIT III MANAGING THE SALES FORCE

Sales force – recruitment, selection, training, motivating, compensation and control.

UNIT IV MANAGING DISTRIBUTION CHANNELS
Distribution Management – Introduction, need and scope. Channels -Strategies and levels, retailing and wholesaling. Designing channel systems and channel management.

UNIT V BASICS OF LOGISTICS AND SUPPLY CHAIN MANAGEMENT
Logistics – Scope, definition and components. Managing FG Inventory & warehousing. Transportation – Scope, Modes and role in Supply Chain effectiveness. Use of Information Technology in Online Selling and Goods tracking.

TOTAL: 45 PERIODS

OUTCOMES:
The student get to learn about
•  The basics of sales management, theories and strategies
•  The process of personal and relationship selling
•  Managing sales force
•  Managing distribution channels
•  Inventory and supply chain.

REFERENCES :

1. Krishna K. Havaldar, Vasant M. Cavale, Sales and Distribution Management – Text and Cases, Third Edition, McGraw Hill Education, 2017
2. Gupta S.L., Sales and Distribution Management – Text and Cases – An Indian Perspective, Excel Books, 2008
3. Pingali Venugopal, Sales and Distribution Management – An Indian Perspective, Response Books from Sage Publications, 2008.