Syllabus of Sales Distribution Management with Detail Explanation About the Theories

In: Business and Management

Submitted By piyush0373
Words 762
Pages 4
Sales and Distribution Management
Program Credit Course Code : PGPM : 3 : SL MM 606 Class of Sessions : 2012 : 30

Objective
To make the student aware of issues related to sales force management focusing on ―selling‖ as a tool of Marketing Communication. The study of Channel Management offers an appreciation of logistics of information and goods, and exposes students to the types of systems required to optimize organizational efficiency through this function.
Learning Objective: The aim is to prepare students to manage sales and channel teams for different types of selling, with the purpose of enhancing value based output and productivity Learning Outcomes:

REFERENCE BOOKS Sales Management - Decisions, Strategies and Cases. 5ed Marketing Channels: A Relationship Approach Sales & Distribution Management Sales Management Sales and Distribution Management – Text & Cases Retailing Management – Text & Cases, 2 nd AUTHOR / PUBLICATION Richard R Still, Edward W Cundiff, Norman A, P Govoni- PCI Coughlan, 7th ed IUP Panda / Sahadev Havaldar / Cavale. Tata Mcgraw Hill - 2007 Pradhan, Swapna. Tata McGraw-Hill - 2006

e

Faculty teaching the subject in all PGPM Campuses should refer Articles, Journals, Websites.

Detailed Syllabus Introduction: Emerging Trends in S & D, Linking S & D Role & Responsibility of Sales person: - Cross Functional Linkages, Types of selling, Value Proposition, Lifetime Customer Value Creation- Key Accounts Management. Selling Skills: Communication, body language, listening skills, conflict management, negotiation. Personal Selling : The process Prospects, pre-approach & Approach, Presentations, Objections, Close - A Promotion Mix Element - Diversity of Personal Selling
Detailed Syllabus – The Class of 2012

17 Third Semester

Situation - Theories of Selling

The Sales Effort: Planning: Sales Forecasting – overview of…...

Similar Documents

Ons Management Syllabus

...CANADIAN UNIVERSITY OF DUBAI CLASS SYLLABUS MBA 646 OPERATIONS MANAGEMENT |Instructor: |Dr. Boaz Nandwa | | |boaz@cud.ac.ae | |Prerequisites: |MBA 501 & MBA- 506 & MBA-643 | |Credit Hours: |3 | |Course Description: |This course presents an investigation of the conditions under which the output of goods and services are | | |maximized in business organizations; Topics include Business Strategy & Global Competitiveness; Quality | | |Management; Product/Service Design; Transformation System Design; Capacity and Location Planning; Schedule | | |Management; Supply Chain Management; Inventory Management; Material Requirements Planning; Just In Time | | |Management; Project Management; Ethical issues. | |On completion of the course, the student should be able to: ...

Words: 1120 - Pages: 5

Sales and Distribution

...Sales and Distribution (SD) Release 4.6C MYSAP.ROLES_S_SD Sales and Distribution (SD) SAP AG Copyright © Copyright 2001 SAP AG. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG. The information contained herein may be changed without prior notice. Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors. Microsoft , WINDOWS , NT , EXCEL , Word , PowerPoint and SQL Server are registered trademarks of Microsoft Corporation. IBM , DB2 , OS/2 , DB2/6000 , Parallel Sysplex , MVS/ESA , RS/6000 , AIX , S/390 , ® ® ® AS/400 , OS/390 , and OS/400 are registered trademarks of IBM Corporation. ORACLE is a registered trademark of ORACLE Corporation. INFORMIX -OnLine for SAP and Informix Dynamic Server Informix Software Incorporated. ® ® ® ® ® ® TM ® ® ® ® ® ® ® ® ® ® ® ® ® ® ® ® ® are registered trademarks of UNIX , X/Open , OSF/1 , and Motif are registered trademarks of the Open Group. HTML, DHTML, XML, XHTML are trademarks or registered trademarks of W3C , World Wide Web Consortium, Massachusetts Institute of Technology. JAVA is a registered trademark of Sun Microsystems, Inc. JAVASCRIPT is a registered trademark of Sun Microsystems, Inc., used under license for technology invented and implemented by Netscape. SAP, SAP Logo, R/2, RIVA, R/3, ABAP, SAP ArchiveLink, SAP Business Workflow,......

Words: 3188 - Pages: 13

Sales & Distribution

...What is Sales Forecasting? Explain various methods of sales forecasting. How the right technique of sales forecasting is selected. Ans. Sales Forecasting means to predict the future expected sales of the product in the market on the basis of previous sales and prevailing market conditions. It is the central part of the strategic planning process. It may be either short-run to decide the various production schedules or long-run to plan the expansion of the plant. Sales Forecast literally means sales predictions. Any industry needs to predict future sales time to time to plan their production of a particular model or for unit expansion and for many more factors. Sales Forecasting can be done by different methods depending on the factors that can affect sales volume.  Top-Down Approach : This approach is also been called as breaking down approach. In this approach, sales forecast is being done at corporate level or at strategic business unit level. Steps followed in this approach are as follows: 1. This approach starts with a forecast of general economic conditions. It includes a forecast of gross national product along with projection of consumer and wholesale price index, interest rates, unemployment level, government expenditures, etc. 2. Estimate the industry’s total market potential for a product category. 3. Determine the current market share of the company. 4. Forecast sales for the product. 5. Use the sales forecast for operational planning and...

Words: 594 - Pages: 3

Sales&Distribution

...A Grounded Exploration of Sales and Distribution Channel Structures in Thirteen Industries in India Leading to a Classification Scheme Dr Prathap Oburai, Marketing Area, Indian Institute of Management, Ahmedabad, India. Email: prathap@iimahd.ernet.in, prathapoburai@yahoo.co.in Phone: 0091-79- 2632 4942 Professor Michael J Baker. University of Strathclyde, Glasgow, United Kingdom This paper is a revised version of a competitive paper reviewed and accepted for presentation at the Academy of Marketing 2004 conference, July 06-09, Cheltenham, University of Gloucestershire Business School, England, United Kingdom 1 A Grounded Exploration of Sales and Distribution Channel Structures in Thirteen Industries in India Leading to a Classification Scheme Abstract Innovation is a fundamental virtue of marketing. In this paper, a case is made to promote the use of innovative and novel combinations of research methodologies to derive new insights of business phenomena. This study is an attempt to understand and explain the sales and distribution channel structures in thirteen different industries in India. The investigation adopted a mix of case research and grounded theoretic research methodologies in exploring the subject under scrutiny. The study offers a classification scheme for grouping marketing channels into homogenous clusters based on similarity/dissimilarity using multivariate multidimensional mapping techniques. This scheme offers to explain......

Words: 4871 - Pages: 20

Sales Distribution

...Disk pay/ Handy pay. Update and maintenance of members’ PRD fortnightly. Update and maintenance of members’ Personal details and business address. Attend to Back up and Daily Start and Finish Run. Process Internal Transfers. Conduct checks on posted batches. Processing of End of Month and Year End transactions and update Printing of half yearly statements – captures and run. Process cash receipts posting. Filing Other activities as directed by the Supervisor. Electronic Data Processing Officer (E.D.P) Curriculum Vitae – Ms Sharon RAGAT Work Experience: Ramu Agri Industries Ltd Sales & Marketing Department: Lae _Customer Service & Administration Section Sept 2004 – Feb. 2010 Duties involved: • • • • • • • • • • • • • • Order Entry for Sugar Purchase Orders for Domestic and Export Customers. Invoicing & Quotations for Sugar Customers Liaise with Customers regarding status of their Account/Sugar Purchase Orders. Follow up on due Invoices/payments for Sugar Invoice. Banking Arrange travel and accommodation for Managers attached with the Sales & Marketing Department Arrange airport transfers Manage Petty Cash and Prepare Cheque Voucher. Raise Purchase Requisition / Order relating to Sales & Marketing Dept. Organize staff timesheet. Verify Suppliers Invoices for approval / payment. Filing Other Admin. Activities Reason for Leaving: Relocating to Port Moresby. Sales & Administration Clerk Work Experience: Seeto Kui Group of Companies - Bowmans Limited: Lae _Customer......

Words: 861 - Pages: 4

Alternative Distribution Theories

...The Review of Economic Studies Ltd. Alternative Theories of Distribution Author(s): Nicholas Kaldor Source: The Review of Economic Studies, Vol. 23, No. 2 (1955 - 1956), pp. 83-100 Published by: The Review of Economic Studies Ltd. Stable URL: http://www.jstor.org/stable/2296292 Accessed: 22/03/2010 10:03 Your use of the JSTOR archive indicates your acceptance of JSTOR's Terms and Conditions of Use, available at http://www.jstor.org/page/info/about/policies/terms.jsp. JSTOR's Terms and Conditions of Use provides, in part, that unless you have obtained prior permission, you may not download an entire issue of a journal or multiple copies of articles, and you may use content in the JSTOR archive only for your personal, non-commercial use. Please contact the publisher regarding any further use of this work. Publisher contact information may be obtained at http://www.jstor.org/action/showPublisher?publisherCode=resl. Each copy of any part of a JSTOR transmission must contain the same copyright notice that appears on the screen or printed page of such transmission. JSTOR is a not-for-profit service that helps scholars, researchers, and students discover, use, and build upon a wide range of content in a trusted digital archive. We use information technology and tools to increase productivity and facilitate new forms of scholarship. For more information about JSTOR, please contact support@jstor.org. The Review of Economic Studies Ltd. is collaborating with JSTOR to digitize,......

Words: 9493 - Pages: 38

Sales Management

...‘ Sales controls : Objectives, process & difficulties * To ensure the achievement of sales and profit objectives * sales people sometimes pay inadequate attention as they are caught up in the maze of everyday activities - many related to individual sales personnel & customer problems – they neglect long term perspectives * To find out strengths and weaknesses, opportunities and threats to the organization. * To locate the defects and take corrective steps to improve the situation * by coordinating and controlling effectively various sales operations * Control process : Sales Audit, Sales Analysis & Cost analysis What is a sales control & cost analysis ? Sales control and cost analysis is the function of the sales management of the company to ensure the achievement of sales and profit objectives by coordinating and controlling effectively various sales operations. The sales control and cost analysis tools are : * Sales audit * Sales analysis & * Cost analysis These tools provide means to a sales management to find out strengths and weaknesses, opportunities and threats to the organization. By using the above different tools of control, the management can locate the defects and take corrective steps to remove the shortcomings and improve the situation and tone up the functioning of his department. Sales audit Sales audit is defined as * “ a systematic, critical and unbiased review and......

Words: 719 - Pages: 3

Theory of Management

...PRINCIPLES OF MANAGEMENT www.eiilmuniversity.ac.in Subject: PRINCIPLES OF MANAGEMENT Credits: 4 SYLLABUS Nature Scope and process of management, historical evolution of management & its foundation. Different approaches and systems of management, Types of skills, roles and modern challenges. Management Planning Process. Managerial decision Making Introduction to Organizing Organizational Structure and Its Dimensions. Different Types of Organizational Design and Their Advantages and Disadvantages. Nature and types of control in organizations. Introduction to Controlling Controlling Techniques, Types and its advantages & disadvantages. Control Process and its constituents. Introduction to Human Resource Management HRM planning & steps in planning process. HRM process Recruitment, selection, Training and development. Performance Appraisal and issues in human resources Leadership concept and some leadership theories. Leadership theories. Leadership Models. Leadership Development and Motivation. Motivational theories Suggested Readings: 1. Harold Koontz & Heinz Weihrich, Essentials of Management, Tata McGraw Hill 2. Stoner, Freeman, Gilbert Jr., Management, Prentice Hall 3. Bhatt & Kumar, Principles of Management, Oxford Publications PRINCIPLES OF MANAGEMENT PRINCIPLES OF MANAGEMENT COURSE OVERVIEW Management is the organizational process that aids us in that many layers of management-particularly middle manage- creating a service or product from the raw materials we......

Words: 31510 - Pages: 127

Sales & Distribution Itc Hotels

...A REPORT ON SALES AND DISTRIBUTION OF ITC HOTELS Submitted by: Ankush Redhu (16) Anup Sharma (18) Anupama Umakanth (19) PART I ITC Hotels Ltd. is the company chosen for the purpose of this study. With over 100 hotels in more than 90 destinations, ITC Hotels has set new standards of excellence in the hotel industry in accommodation, cuisine, environment and guest safety. As one of India's most dynamic hospitality chains, ITC Hotels has set standards for excellence in the hotel industry by pioneering the concept of branded accommodation. First to introduce branded cuisine, its restaurants Bukhara, Dakshin and DumPukht are renowned for their delicious and authentic Indian cuisines from the different regions of India. With its exclusive strategic tie up with Starwood for its top of the line premium brand the 'Luxury Collection', the group is strengthening its international marketing stance. ITC Hotels was also instrumental in bringing the 'Sheraton' brand to India, with which it enjoyed a three-decade exclusive partnership. ITC Hotel's properties are classified under four distinct brands:- LUXURY COLLECTIONIn 2007, ITC Hotels entered a new phase in its collaboration with Starwood Hotels & Resorts. ITC Hotels now has an exclusive tie-up with Starwood in bringing its premium brand, the 'Luxury Collection', to India. These are seven-star super deluxe and premium hotels located at strategic business and leisure locations. WELCOMHOTELS It offers......

Words: 3479 - Pages: 14

Engineering Management Syllabus

...SYLLABUS INEN 4369/5369: ENGINEERING MANAGEMENT Spring 2016 Instructor E-mail: Phone Fax Office Office Hours Berna EREN TOKGOZ berna.tokgoz@lamar.edu E-mail communication is the best. Please do NOT e-mail the instructor through Blackboard!!! Always use berna.tokgoz@lamar.edu. (409) 880-8815 (409) 880-8121 2202 Cherry Engineering Monday: 1:00 pm – 2:00 pm, Thursday: 1:00 pm – 2:00 pm or by appointment. Class Web Site http://luonline.blackboard.com/webapps/login/ Communication Login to Blackboard and check your e-mails frequently for notes, downloads and announcements. Course Textbook (Required) 1. Management by John R. Schermerhorn. 13th Edition. John Wiley & Sons Inc. ISBN: 978-1-118-11392-9 2. Managing Engineering and Technology by Lucy C. Morse and Daniel L. Babcock. 6th Edition. Pearson Higher Education, Inc. ISBN-13: 978-0-13-348510-3, ISBN-10: 0-13-348510-2 3. Project Management: A managerial Approach by Jack R. Meredith and Samuel J. Mantel, Jr. 8th Edition. John Wiley & Sons Inc. ISBN-13: 9780470533024, ISBN-10: 0470533021 4. Seven habits of highly effective people by S&S, ISBN 0-6-7170863-5 Course Overview This course will cover the fundamentals of engineering management. It is designed to teach management principles to engineering students to prepare them as engineering manager. Topics of the course will be divided seven major areas of management. These are management, environment, planning and controlling, organizing,......

Words: 2646 - Pages: 11

Sales Management

...installed browser lockdown. This is a timed quiz with 45 minutes to complete. Chapter 2: * Types of sales jobs * Salespeople who focus on gaining new customers called hunters or pioneers. * Order-takers this category of salespeople try to increase sales as they build customer share * The sales effort by providing information and performing other supplemental services called Missionary sales people * Merchandiser * Personal selling approaches * Stimulus response: stimulus response selling is the least flexible and least focused on the buyer’s unique needs and strategic priorities. * Mental states: Mental states selling is essentially a sequential approach to selling in which the salesperson leads the customer through stages, or mental states, in the buying process. * Problem solving: Problem-solving selling extends need satisfaction selling beyond identifying needs to developing alternative solutions for satisfying these needs. * Need satisfaction: Salespeople using this method help customers identify their needs if customers are not already aware of their needs, and then sell customers products and services to meet the needs. * Consultative selling: Consultative selling is the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization. . * Trust-based relationship selling process * Seeks to initiate, develop,......

Words: 1233 - Pages: 5

Scm (Sales & Distribution)

...to financial management area • (An FM Area is organizational unit which Plans, Controls and Monitors funds and commitment budgets) Controlling area to financial management area Controlling area to Operating Concern. Sales Organization • The highest-level of organizational unit in SD is Sales Organization. • Responsible for Distributing goods and services, Negociation sales conditions, Product liability and other customer rights of recourse. • Sales organization is also used to take for example a regional, national or international. • A sales organization assigned to a company code. Distribution Channel • Distribution Channel represents strategies to distribute goods and services to customer. • DC is assigned to a sales organization. The assignment is not unique. • You can share Customer, Material and Condition master data by maintaining a reference/common DC. Division • A Division is used to group material and services. A material can have only one Division. Abhishek Parihar SAP SD Certified Consultant E-Mail: abhishekparihar@rediffmail.com SAP SD IMP NOTES • • • • • We can make Customer- specific agreements for each Division, for example regarding partial deliveries or pricing within Division. (In CMIR) You can share Customer and Condition master data by maintaining a reference/common Division. A Division is assigned to a sales organization. The assignment is not unique. You can use cross division to enter multiple materials with various divisions in a sales order.......

Words: 11488 - Pages: 46

Effect of Channels of Distribution on the Sales of a Product

...users between them stands a set of intermediaries performing a variety of functions. The process of distribution of goods involves all human and physical means which aid the smooth transfer of such good from the manufacturer to the final consumer. Nickeil (1998) The growing of distribution is a key strategy variable in marketing management. In deed, if one look at the major strategy of the marketing mix – product, price, promotion and distribution, the greatest potential for achieving a competitive advantage now lines in distribution. Distribution still offers a new frontier for competing usefully especially if the emphasis is placed on the design and management of superior marketing channel systems to provide excellent customer services. Yet design optimal marketing channel system to boost sales, formulating innovative distribution strategies and management channels system effectively is no simple task. To day, companies are faced with choice of distribution path or strategy that will make product readily available to potential customers. Achumba (1994). Also the need for other institutions or intermediaries in the delivery of good is sometime questioned, particularly since the profits they make are viewed as adding to the cost of product which may eventually slow down sales of the product. The concept of distribution refers to where and how product and services to be offered for sale and all essential mechanism and logistical supports for the transfer of goods and services......

Words: 8072 - Pages: 33

Sales and Distribution Plan

...Sales and Distribution Plan Remember, the primary goal of the marketing plan is to get people to buy your products or services. The Sales and Distribution part of the marketing plan details how this is going to happen. Traditionally there are three parts to the Sales and Distribution section of the marketing plan, although all three parts may not apply to your business. 1) Outline the distribution methods to be used. How is your product or service going to get to the customer? For instance, will you distribute your product or service through a Web site, through the mail, through sales representatives, or through retail? What distribution channel is going to be used? In a direct distribution channel, the product or service goes directly from the manufacturer to the consumer. In a one stage distribution channel it goes from manufacturer to retailer to consumer. The traditional distribution channel is from manufacturer to wholesaler to retailer to consumer. Outline all the different companies, people and/or technologies that will be involved in the process of getting your product or service to your customer. What are the costs associated with distribution? What are the delivery terms? How will the distribution methods affect production time frames or delivery? (How long will it take to get your product or service to your customer?) If your business involves selling a product, you should also include information about inventory levels and......

Words: 525 - Pages: 3

Sales Management

...Chapter 6 Selecting and Hiring Salespeople In this chapter, we found that employers have no choice about hiring people. What they can do is they can choose the method they use to selecting the employees. In previous chapter which is chapter 15, we already discussed on the process by which we determine the number and type of sales people needed, and also how to recruit applicants. In this chapter we are in the third phase which is selection. This phase involved of developing a system of tools and procedures for matching the applicants with the predetermined requirements and actually using this system to select the salespeople. There are some major tools in the selection, they are application blanks, personal interviews, psychological tests, references and credit reports and the last tool is assessment centers. This chapter also discuss about the fourth phase of staffing process which is hiring and also the final phase, which is assimilating new hires into the company. The figure below shows the tools on selecting salespeople. In this chapter, the processing applicants are a key activity in implementing a company’s strategy planning. When using the any of the selecting tools, manager has to make certain that it is complying with all pertinent laws and regulatory guidelines. The application blank and the personal interview are the two most widely used selection tools. A short application blank may be used as an initial screening device. A longer application blank is a......

Words: 3777 - Pages: 16