Each session means 2X 75 minutes i.e. 20 sessions Prof.

Rajiv Vohra

Trimester III- Jan-Mar. 2011 Subject: Sales and Distribution Management

Core book- 1. (CB1) Sales Management Decisions, Strategies and Cases By Richard R Still et al [PrenticeHall 5h Edition] Reference book 1 (RB1) 1. Sales and Distribution Management by Krishna K Havaldar [Tata McgrawHill] 2. How to Win Friends & Influence People by Dale Carnegie 3. What They Dont Teach You at Harvard Business School by Mark McCormack 4. Ziglar on Selling by Zig Ziglar Publications 1. Journal of Personal Selling & Sales Management 2. Journal of Sales Management 3. Newspapers: Economic Times, Business Line & Business Standard Topic: Personal Selling and Marketing Strategy Session : 1 & 2
Pre-session Reading CB1: Personal Selling and Marketing Strategy Classroom Session Significance of Selling in Career of a Management Student Introduction to Selling, Sales Management and Distribution Management Objective of Sales Management Types of Selling and their Significance Non Traditional Channel Structures

Group Work (In Classroom) Assignments Conceptual Exercises/ Application Exercises/ Case Study Learning Outcome Each group would be required to short list the topic for their presentation.

Understanding the key roles and responsibilities performed by a Sales Manager. Expectation from the Sales Manager by the Company and the Customer. Key Result Area of Sales (Retail Sales and Institutional

Sales)

Topic: Personal Selling and Marketing Strategy Session : 3 & 4

Pre-session Reading Classroom Session Group Work (In Classroom) Assignments Conceptual Exercises/ Application Exercises/ Case Study Learning Outcome Understand the nature of Personal Selling and the difference with respect to Sales Management. Qualities required for Personal Selling Articles on the topic covered CB1 : Personal Selling Theories of Selling Objectives of Personal Selling Sales Process: Prospecting - Presentation

Session
Pre-session Reading Classroom Session Group Work (In Classroom) Assignments Conceptual Exercises/ Application Exercises/ Case Study Learning Outcome CB1 : Personal Selling

:5&6

Sales Process: Objection Resale and Referral Generation

Case Studies on Personal Selling

Understand the nature of Personal Selling and the difference with respect to Sales Management. Qualities required for Personal Selling

Topic: Sales Force Management Session : 7 & 8

Pre-session Reading Classroom Session CB1 Personnel Management in the Selling Field Sales Force Management Job Analysis Recruitment Effort Selection Procedures Training Program Significance

Group Work (In Classroom) Assignments Conceptual Exercises/ Application Exercises/ Case Study Involvement of Sales Manager in Management KRAs of Sales Management Skills required for effective Sales Management Sources of Sales Force Recruitment Pre-interview, Screening and Interview Process Selection of Training Methods

Learning Outcome

Topic: Session : 9 & 10

Pre-session Reading Classroom Session Group Work (In Classroom) Assignments Conceptual Exercises/ Application Exercises/ Case Studies on Sales Management CB 1 Motivating, Compensating and Managing Sales Personnel Need Gratification and Motivation Devising Sales Compensation Plans Sales Expenses

Case Study Learning Outcome Requirements of a good compensation Plan Types of Compensation Plans Methods of controlling and Reimbursing Expenses

Topic: Controlling The Sales Efforts Session : 11, 12 & 13

Pre-session Reading CB1 Sales Budgets and Quotas, Sales Territories & Sales Control Analysis Purpose of Sales Budgets Sales Budgets Forms and Content Objective of Using Quotas Concepts Procedures for Setting Up Sales Territories Sales Audits

Classroom Session

Group Work (In Classroom) Assignments Conceptual Exercises/ Application Exercises/ Case Study Learning Outcome

Case Study on Sales Management

Budgetary Procedures Administrating Quotas

Topic: Session : 14 & 15

Pre-session Reading Classroom Session Group Work (In Classroom) Assignments RB1 Distribution Management Need of Distribution Management Value Addition by Distribution Management Alternate Channel Structures

Conceptual Exercises/ Application Exercises/ Case Study Learning Outcome Channel Formats Prominent Channel Systems Understanding the Customers Requirement in Designing the Channel formats

Session
Pre-session Reading Classroom Session Group Work (In Classroom) Assignments Conceptual Exercises/ Application Exercises/ Case Study Learning Outcome

Topic: : 16, 17 & 18

RB1 Channel Design & Selection Process Channel Design Criteria Channel Selection Criteria

Channel Structures

Topic: Presentation Session : 19 & 20

Pre-session Reading Classroom Session Group Work (In Classroom) Presentations Each group would be presenting for 15 minutes, followed by 5 minutes of question answer session.

Assignments Conceptual Exercises/ Application Exercises/ Case Study Learning Outcome Understanding of the concepts taught in the class Latest trends in Traditional and Non Traditional Formats used by the respective industries that each group have chosen