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Sales And Distribution
MOC CoursesDhruva believes in flexibility and KAIZEN in its curriculum.
The best step in my life is choosing Dhruva for my PGDM. I improved myself in aspects like reading newspaper, giving presentations, and public speaking. Though this is the first time I am staying away from family, I never felt homesick. The college environment resembles my family environment.
| Session No. | Coverage Of Topic(s) | Source | Pedagogy |
|---|---|---|---|
| UNIT 1 INTRODUCTION TO SALES AND DISTRIBUTION MANAGEMENT | |||
| 1&2 | Nature and importance of sales management, role and skills of modern sales managers | Page 1.1 to 1.18 or 1 to 13, Krishna havaldar & Vasant | Lecture /PPT Pg 25 Case 1.1 P.I Foods Ltd - Krishna Havaldar - TMGH book |
| 3 | Emerging trends in sales management, linking sales and distribution management | Page No 1.11 to 1.18 or Pg 13 to 19 Krishna havaldar & Vasant | Lecture |
| UNIT 2 PERSONAL SELLING PROCESS | |||
| 4 | The psychology in selling, sales knowledge | Page No 2.1 to 2.6 or Pg 27 to 32 Krishna havaldar & Vasant | Lecture/PPT |
| 5 | Sales Knowledge and sales related marketing policies | Page No 2.6 to 2.8 or Pg 32to 34 Krishna havaldar & Vasant | Lecture/PPT |
| 6&7 | The personal selling process | Page No 2.9 to 2.29 or Pg 34 to 53 Krishna havaldar & Vasant | Pg 151-142- Case 5.1 Electrical Product Co. Krishna Havaldar - TMGH book |
| UNIT 3 PLANNING, SALES FORECASTING AND BUDGETING | |||
| 8 | Strategic planning, Marketing and personal selling strategies | Page No 3.1 to 3.5 or Pg 61 to 66 Krishna havaldar & Vasant | Lecture |
| 9 | Sales Strategy, Sales forecasting methods | Page No 3.5 to 3.20 or Pg 66 to 81 Krishna havaldar & Vasant | Lecture |
| 10 | Sales forecasting methods | Page No 3.7 to 3.20 or Pg 66 to 81 Krishna havaldar & Vasant | Lecture/PPT |
| 11 | Sales budget | Page No 3.21 to 3.24 or Pg 81 to 84 Krishna havaldar & Vasant | Lecture |
| 12 | Case Presentation and discussion | Pg 89 Case 3.1- AG Refrigerators Ltd- Krishna Havaldar | TMGH book |
| UNIT 4 MANAGEMENT OF SALES TERRITORIES AND QUOTAS | |||
| 13 | Designing sales territory, assigning salespeople to territories | Page No 4.1 to 4.9 or Pg 90 to 98 Krishna havaldar & Vasant | Lecure/PPT |
| 14 | Managing territorial coverage | Page No 4.9 to 4.12 or Pg 98 to 102 Krishna havaldar & Vasant | Pg 116- Cases 4.1 -C G Engg Co- Krishna Havaldar - TMGH book |
| 15 | Sales quotas/sales targets | Page No 4.12 to 4.21 or Pg 102 to 110 Krishna havaldar & Vasant | Lecture |
| UNIT 5 CONCEPT OF SALES ORGANIZATION | |||
| 16&17 | Concept of sales organization, basic types of sales organization structures | Page No 5.1 to 5.11 or Pg 117 to 128 Krishna havaldar & Vasant | Lecture/PPT |
| 18&19 | Size of the sales force; Staffing & Training the Sales Force | Page No 5.11 to 5.29 & 6.1 to 6.11 or Pg 128 to 144 & 154 to 166 Krishna havaldar & Vasant | Pg 194 - Case 6.1 CG Ltd - Krishna Havaldar - TMGH book |
| 20 | Staffing the Sales Force-Motivating | Page No 6.12 to 6.21 or Pg 166 to 175 Krishna havaldar & Vasant | Lecture/PPT |
| 21&22 | Staffing the Sales Force- Compensating, leading | Page No 6.22 to 6.33 or Pg 175 to 186 Krishna havaldar & Vasant | Lecture/PPT |
| 23 | Staffing the Sales Force- Controlling the sales force | Page No 7.1 to 7.25 or Pg 196 to 219 Krishna havaldar & Vasant | Lecture/PPT |
| UNIT 6 THE DISTRIBUTION CHANNEL | |||
| 24 | Channel partners and their functions | Page No.230 Krishna havaldar & Vasant | Pg 417 - Case 12.1- Snow White Paper Co. Krishna Havaldar - TMGH book |
| 25&26 | Channel formats, functions of channels of distribution | Page No.230 Krishna havaldar & Vasant | Lecture/PPT |
| 27 | Channel design considerations | Page No.258 Krishna havaldar & Vasant | |
| 28 | Systems of distribution, back-end channel participants | Page No.258 Krishna havaldar & Vasant | Lecture |
| 29 | Back-end channel participants | Page No.258 Krishna havaldar & Vasant | Lecture |
| 30 | Front-end of distribution-retailers | Page No.282 Krishna havaldar & Vasant | Lecture |
| 31 | Primary retail formats, trends in retailing | Page No.282 Krishna havaldar & Vasant | Lecture/PPT |