Asdfghjksdfghnjmk Dfghj Sdfghjk Sdfghj Edfghjk Dfghj Ertyu Xcvbnm
Sales and Distribution Management
Program
: PGPM
Class of
: 2012
Credit
:3
Sessions
:
Course Code
: SL MM 606
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 studen ts 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
AUTHOR / PUBLICATION
Sales Management - Decisions, Strategies and
Cases. 5ed
Richard R Still, Edward W Cundiff, Norman A,
P Govoni- PCI
Marketing Channels: A Relationship Approach
Coughlan, 7th ed
Sales & Distribution Management
IUP
Sales Management
Panda / Sahadev
Sales and Distribution Management – Text &
Cases
Havaldar / Cavale. Tata Mcgraw Hill - 2007
Retailing Management – Text & Cases, 2
nd
e
Pradhan, Swapna. Tata McGraw-Hill - 2006
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 Qualitative and
Program
: PGPM
Class of
: 2012
Credit
:3
Sessions
:
Course Code
: SL MM 606
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 studen ts 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
AUTHOR / PUBLICATION
Sales Management - Decisions, Strategies and
Cases. 5ed
Richard R Still, Edward W Cundiff, Norman A,
P Govoni- PCI
Marketing Channels: A Relationship Approach
Coughlan, 7th ed
Sales & Distribution Management
IUP
Sales Management
Panda / Sahadev
Sales and Distribution Management – Text &
Cases
Havaldar / Cavale. Tata Mcgraw Hill - 2007
Retailing Management – Text & Cases, 2
nd
e
Pradhan, Swapna. Tata McGraw-Hill - 2006
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 Qualitative and