JAIN UNIVERSITY

MBA (WP)/ EMBA

Course Code : Course Title: Sales and Distribution Management

Course Credit: 4 No. of sessions:40

Course Instructor: Dr. Kiran.G

Session Plan: Dec 2017 onwards

Name of Course Sales and Distribution Management
Instructor Dr. Kiran.G
Semester Fourth
No of Credits 3
No of Hours 40 hours
No of Modules 5

Learning outcomes: At the end of the course, students will be able to:
Understand the nuances of sales force and channel management.
Provide clear cut views on the avenues for successful conduct of these two crucial channels that
engage with ultimate consumers

Charles M. Futrell. Sales Management: Teamwork, Leadership & technology, South Western
Sunil Sahadev, Tapan Panda. Sales & Distribution Management, Oxford University Press
Text Books

1. Richard R. Still Sales Management: Decision Strategy & Cases

2. Anne T. Coughlan, Marketing Channel Pearson.
3. Krishna Havaldar, Vasant Cavale. Sales & Distribution Management, McGraw Hill
Reference Books Education (India) Pvt Ltd
4. Futrell Charles. Fundamentals of Selling, McGraw Hill Education (India) Pvt Ltd
Session Module
Topics Reference Pedagogy
No. No.
Charles M.
Futrell
1 Sales Role and expectations
Krishna K
Havaldar
Its Nature, Rewards, and Sunil
2
Responsibilities Sahadev,
Charles M. Class Room
Social, Ethical Responsibilities of sales Futrell Lectures, Case
3 1 Study discussion,
Personnel Krishna K
Havaldar Quiz and Role
plays
Charles M.
Case Study Discussion- Snow White Futrell
4
Paper Krishna K
Havaldar
Legal Responsibilities of sales Charles M.
5
Personnel Futrell
 Krishna K
Havaldar
6 Quiz on 1st Module & Presentation
Charles M.
Futrell
7 The Market- Driven Sales Organizations
Krishna K
Havaldar
Charles M.
Forecasting Market Demand and Sales Futrell
8
Budgets Krishna K
Havaldar
Charles M.
Futrell
9 Design and Size of Sales Territories
2 Krishna K
Havaldar
Krishna K
10 Sales Objectives and Quotas
Havaldar
Case Study Discussion- How to Handle
11
RUmours
12 Quiz on 2nd Module & Presentation
Charles M.
Futrell
13 Recruitment, Selection and Placement
Krishna K
Havaldar
Management of Sales Training and
14
3 Development Charles M.
Contents of the Sales Training program: Futrell
15
Sales and the Selling Process Krishna K
Research Paper Review on Personal Havaldar
16
Selling & Sales management
17 Quiz on 3rd Module & Presentation
Motivating Sales People & Leading the
18
Team
4 Analysis of Sales and Marketing &
19 Evaluation of Salespeople’s
Charles M.
Performance
Futrell
Channel Design and Implementation Krishna K
20
Channel Flows and Efficiency Analysis Havaldar
5
• Channel Structure and Membership
21 Issues
• Gap Analysis
 Vertical Integration
22 Channel Management and performance
Measurement
23 Case Study on- Whom to Promote
24 Class Test

Research articles: [List of around five articles]

1. Sales Management and Sales Communication of SMEs- European Research Studies,

Volume XVI, Special Issue on SMEs, 2013

2. The changing role of sales: viewing sales as a strategic, cross-functional process-European

Journal of Marketing Special Issue on the 21st century sales function

3. The training of sales managers: current practices-Journal of Business & Industrial Marketing

4. An exploration of salesperson job satisfaction in India using P-E fit constructs-IIM-B Journal

5. The Changing Environment of Selling and Sales Management-Journal of Personal Selling and
Sales Management September 2013