Brand Management
Indian Institute of Management Bangalore
Post Graduate Programme
Sales and Distribution Management
PGP (Term 4)
2014-15
Prof. Avinash Mulky
1. Introduction
The quality of sales and distribution management is an important determinant of success in customer acquisition and revenue growth for companies across business sectors.
Although some businesses sell directly to their customers using a client acquisition team or company sales force, many sales organizations utilize a channel for going to the market. The use of a channel makes it incumbent on members of the marketing and sales team to have a good understanding of distribution management.
The Sales and Distribution Management elective course has been designed so that it has a broad appeal that transcends functional areas. The basic concepts, frameworks, theories and techniques that are covered are applicable in a variety of settings ranging from
FMCG, consumer durables, financial services, and information technology.
The covers important issues and frameworks in channel management and sales management. The approach to the topics has been designed to be practical and contemporary. Participants have an opportunity to learn from the field and prepare plans for implementing their ideas in practical ways.
2. Course objectives:
To provide participants with an understanding of the important role that the sales and distribution activities can play in organizational success
To highlight the major decision areas within sales and distribution and to provide analytical frameworks and approaches that will facilitate decision making
To provide an exposure to key concepts, theories and recent developments in sales and distribution and to illustrate their applicability in tackling the challenges in business
3. Text Book
Venugopal P (2008) Sales and Distribution Management-An Indian Perspective
4. Cases and Readings: A Cases and Readings packet will be supplied by the PGP office
Post Graduate Programme
Sales and Distribution Management
PGP (Term 4)
2014-15
Prof. Avinash Mulky
1. Introduction
The quality of sales and distribution management is an important determinant of success in customer acquisition and revenue growth for companies across business sectors.
Although some businesses sell directly to their customers using a client acquisition team or company sales force, many sales organizations utilize a channel for going to the market. The use of a channel makes it incumbent on members of the marketing and sales team to have a good understanding of distribution management.
The Sales and Distribution Management elective course has been designed so that it has a broad appeal that transcends functional areas. The basic concepts, frameworks, theories and techniques that are covered are applicable in a variety of settings ranging from
FMCG, consumer durables, financial services, and information technology.
The covers important issues and frameworks in channel management and sales management. The approach to the topics has been designed to be practical and contemporary. Participants have an opportunity to learn from the field and prepare plans for implementing their ideas in practical ways.
2. Course objectives:
To provide participants with an understanding of the important role that the sales and distribution activities can play in organizational success
To highlight the major decision areas within sales and distribution and to provide analytical frameworks and approaches that will facilitate decision making
To provide an exposure to key concepts, theories and recent developments in sales and distribution and to illustrate their applicability in tackling the challenges in business
3. Text Book
Venugopal P (2008) Sales and Distribution Management-An Indian Perspective
4. Cases and Readings: A Cases and Readings packet will be supplied by the PGP office