Narmada College of Management, Bharuch, Gujarat, INDIA

OMK 402- At MBA Full Time Semester -IV

OMK 402- At MBA Evening Semester - IV

Sales and Distribution Management

Objectives:

The basic objective of the course is to provide students with knowledge, skills & attitude to specify, evaluate & utilize information for successful distribution & promotion (sales) of products & services from producer to consumer/buyer.

Course Contents:

Nature and Scope of Sales Management; Setting and Formulating Personal Selling Objectives; Personal selling process - negotiation, customer relationship management; Recruiting and Selecting Sales Personnel; Developing and Conducting Sales Training Programmes; Designing and Administering Compensation Plans; Supervision of Salesmen; Motivating Sales Personnel; Sales Meetings and Sales Contests; Designing Territories and Allocating Sales Efforts; Objectives and Quotas for Sales Personnel; Developing and Managing Sales Evaluation Programme; Sales Cost and Cost Analysis.
Distribution, Logistics, Supply Chain Management - their role in Marketing .
Physical Distribution & Sales
Transportation & Physical Distribution
Elementary aspects of transportation, modes of transportation, transportation costing in relation to Marketing Transportation pricing & carrier liability.
Marketing Channels & Distribution Management
Significance of Marketing channels in Physical Distribution, factors influencing selection of channels, channels for new products, evaluating channel performance, physical distribution information centre packaging, testing; Costs in physical distribution .
Distribution Audit.
Organizational patterns in marketing channels
Vertical marketing systems, Conventional marketing channels, voluntary & co-operative group, franchise systems.
Channel management by channel participants
Channel management by manufacturers, wholesalers, retailers, Joint channels management through partnership.

Suggested Readings :

Anderson, R. Professional Sales Management: Englewood Cliffs, New Jersey, Prentice Hall Inc., 1992.
Anderson, R. Professional Personal Selling: Englewood Cliffs, New Jersey, Prentice Hall Inc., 1991.
Buskirk, R H and Stanton, W J. Management of Sales Force. Homewood Illinois, Richard D. Irwin, 1983.
Dalrymple, D J. Sales Management: Concepts and Cases. New York. John Wiley, 1989.
Johnson, E M etc. Sales Management: Concepts, Practices and Cases. New York, McGraw Hill, 1986.
Stanton, William J etc. Management of a Sales Force. Chicago, Irwin, 1995.
Stiil, R R. Sales Management, Englewood Cliffs, New Jersey, Prentice Hall Inc., 1988.

The list of cases and specific references including recent articles and reports will be announced in the class at the time of launching of the course.