Course

Module 1

Module 1: Able to define the course expectation, various myths surrounding sales as a profession and salespeople and define sales, selling and sales, selling and sales management (6 hours)

1. Introduction to SDM, Students’ to write about their perception
2. Myths about a sales person, sales personality, persuasiveness, key to selling
3. Definition of selling’, barriers to ‘Buying’

Module 2

Module 2: Able to define the sales as a process, and evaluate situations and most appropriate sales tools, articulate the components of sales process. (6 hours)

1. The selling process: Prospecting, D.M
2. Prospect categories and strategies for handling sales message, handling objections, convincing.

Module 3

Module 3: Able to delineate the sales call and types of selling, to analyse and evaluate situations, basic concepts of distribution (6 hours)

1. Closing the ‘sale’, types of closing, Consultative selling, handling difficult customers.
2. Negotiations, Commercial terms.
3. Overview of Physical Distribution Management
4. Marketing Channels, Channel Planning and Management.
5. Project Presentation 1.

Module 4

Module 4: Able to analyse CM Strategies (6 hours)

1. Assessing Channel performance and Managing Channel conflicts
2. Territory Management: Establishing territories, time management, productivity, efficiency, effectiveness, routing.
3. Organization Structure, Selection recruitment and training of sales persons, Territory Management, Forecasting techniques, Targets;
4. Sales Planning & budgeting: benefits of planning, planning process. Setting goals & Objectives, selecting strategies – tactics, sales budgets, controlling the plan.

Module 5

Module 5: Able to identify and articulate various aspects of sales management (6 hours)

1. Nuances of sales team management – directing, motivating, controlling and evaluating sales persons.

Course Description

Sales and Distribution Management is the core of any marketing activity. From the value-based framework of marketing, this is the organizational function where value exchange happens, and hence critical to every firm. This course aims to introduce the concepts and practice of sales and distribution management, imparting the learning that is required for a student to be a competent sales professional starting his/her career.

The essential understanding of sales, as a process, and selling, as a skill, is imparted to the students using theory, readings, discussions, cases and interactions with industry experts.

Course Outcomes& Learning levels

Student’s attitude towards the Sales Process will be positively reformed; their understanding of handling channels, customers, and negotiations will be explored. They will develop a thorough understanding of the function of distribution. By various case-lets, and illustrations of real life situations, students are made to look at various issues in many situations and are required to take befitting ethical decisions. The course addresses how technology has changed the sales landscape, and how IT is the backbone of sales now. SDM inculcates critical and integrative thinking by exposing students to various dynamic sales situations and real-life examples.

At the end of the course, the students will be able to:

1. Identify the process, actors and performance measures in sales management, meeting organizational objectives. (Evaluate)
2. Analyze distribution needs of a given situation, identify core issues and create a territory plan. (Analyze, Create)
3. Identify situations that present ethical dilemmas of working in the field of Sales & Distribution Management. (Evaluate).

Evaluation Pattern

* Based on assignments / Tests / Quizzes / Case Studies / Projects / Term paper / Field visit report.

Course Text:

1. Sales and Distribution Management | Sixth Edition | by Pearson Paperback – 26 July 2017by Richard
2. Still, Edward W. Cundiff, Norman A. P. Govoni, Sandeep Puri
3. Selling Today: Partnering to Create Value | Fourteenth Edition | By Pearson Paperback – 31 August2019 by Gerald L. Manning, Michael Ahearne, Barry L. Reece