Sales & Distribution Management PUNE MBA Third Semester

Syllabus

Course Code: SE MKT 03

Sales & Distribution Management

Unit 1: Introduction to Sales & Distribution Management:

Overview of Sales and Distribution Management; Importance, and Role in Marketing, Evolution, Objectives and Functions of Sales and Distribution Management, Emerging Trends in Sales Management, Sales Management Concepts, Impact of Technology on Sales: ERP, Social Platforms, Introduction of Sales Force Automation Systems (SFA) and Mobile Technology in Sales. Sales Process and Techniques: Sales Planning, Strategy Development, Types of Selling: B2B, B2C, B2G Consultative, Relationship Selling. Sales Forecasting and Budgeting, Sales Target Setting and Performance Evaluation, Sales Territories and Quotas. Skills Required for Sales Managers, Careers in Sales Management;                               [6+6]

Unit 2: Sales Force Management:

Organizing the Sales Force: Sales Organization - Objectives & Structures of Sales Organization, Recruitment, Selection and Training the Sales Force, Motivation to Sales Force, Compensation and Evaluation of Sales Force. Personal Selling: Personal Selling Process; Relationship Selling. Sales Planning and Control: Sales Planning Sales Forecasting & Budgeting, Sales Quotas and Targets. Sales Control: Reporting Formats for Primary and Secondary Sales, Monthly Sales Plan, Territory Sales and Coverage Plan, Daily Sales Call Report, Expired Goods and Breakage Return Report, Fortnightly Sales Review, Report, Order Booking Report, Monthly and Quarterly Sales Report. Sales Audit: Sales Force Productivity Indicators (Value and Volume); Territory Productivity, per Person per Month Productivity, Sales to Marketing Expenses Ratio.                                                          [6+6]

Unit 3: Distribution Channels and Logistics Management:

Distribution Channels: Types of Distribution Channels: Direct and Indirect, Role and Functions of Intermediaries in Distribution Channels. Designing and Managing Distribution Channels, Factors Influencing Channel Design Decisions, Channel Structure and Management Strategies, Type of Channels Available for B2B, B2C and Services Markets, General Trade, Modern Trade Institutional Trade, Concept of Vertical Marketing System (VMS) and Horizontal Marketing System (HMS) Conflict Resolution and Collaboration in Channels. Logistics Management and Supply Chain: Basics of Logistics and Its Role in Distribution, Inventory Management, Warehousing, and Transportation,                                          [6+6]

Unit 4: Channel Strategy and Performance:

Evaluating Distribution Channel Performance, Criteria for Assessing Channel Effectiveness (Coverage, Cost, Customer Satisfaction), Channel Performance Analysis and Corrective Actions, Channel Strategy and Market Coverage, Intensive, Selective, and Exclusive Distribution Strategies, Integrated Distribution Systems. Omni-channel Distribution Strategies Hybrid & Multi-channel Distribution, E-commerce and Digital Distribution Channels, Franchising Retailing and Wholesaling in Distribution, Types & Role of Retailers and Wholesalers in the Distribution Chain, Retailing Strategies and Innovations in Distribution.       [6+6]

Unit 5: Recent trends in Sales and Distribution Management:

Sales and Distribution in a Digital Age, Impact of Technology and Digital Tools on Sales and Distribution, Role of CRM (Customer Relationship Management) Systems, Automation in Sales Processes; AI, Chatbots, Virtual Assistants & Data Analytics:, Smart Distribution Centers, Demand Forecasting via Smart Shelves & Personalized Marketing (Tailor this to a Specific Industry FMCG, Pharmacy & Logistics, etc.) Global & International Sales & Distribution Management, Managing International Sales Teams and Global Distribution Channels. Ethical and Legal Issues in Sales and Distribution: Ethical Practices in Sales and Distribution Management, Legal Regulations Governing Sales and Distribution Activities. Trends and Innovations in Sales and Distribution: Emerging Trends Such as Sustainable Distribution Practices, Integration of Advanced Technologies, Data Analytics is Transforming Sales Processes. Chabot’s etc;               [6+6]