Course Objectives 1. To outline key Sales & Distribution Management concepts and its application in businesses 2. To identify factors and processes essential for designing the Sales & Channel Management strategy 3. To analyze and examine the implementation of Sales & Channel Management concepts and strategy in Business firms |
Course Outcomes mapped with PEO CO1. Students will understand the basic concepts of sales and distribution management. (PEO3) CO2. Students will be able to apply their knowledge of sales and distribution management. (PEO1 CO3. Students will be able to analyze the different issues of sales and distribution management. (PEO1) CO4. Students will be able to evaluate the integration of the issues of sales and distribution management for better business outcomes. (PEO3) |
Program Educational Outcomes (PEOs) | |
PEO1 | Apply multidisciplinary quantitative and qualitative techniques, and knowledge of digital technologies, to analyze business scenarios |
PEO2 | Work effectively in teams, demonstrate leadership and data-driven decision-making skills |
PEO3 | Integrate theory and practice to find sustainable solutions to strategic business problems |
PEO4 | Demonstrate effective written and oral communication skills |
PEO5 | Develop cultural sensitivity and exhibit high degree of integrity and ethics in behaviour |
TEXTBOOK
Havaldar & Cavale: Sales and Distribution Management Text and Cases, McGraw-Hill
SUGGESTED READINGS
1. Panda, Sahadev: Sales & Distribution Management = Text and Cases; OUP
Still, Cundiff, Govoni & Puri: Sales & Distribution Management – Decision, Strategies & Cases; Pearson
3. Jobber & Lancaster: Selling & Sales Management; Pearson
DURATION: 9 sessions of 90 minutes each
PEDAGOGY:
Teaching Pedagogy will consist of classroom teaching, use of cases and caselets, class discussion and assignments
COMPONENTS OF EVALUATION:
Particulars | Percentage |
End-Term Exam | 40% |
Class Participation | 10% |
Attendance | 20% |
Quiz/ Assignment | 30% |
Total | 100% |
- Teacher: Arunava Dalal
Course Objectives 1. To outline key Sales & Distribution Management concepts and its application in businesses 2. To identify factors and processes essential for designing the Sales & Channel Management strategy 3. To analyze and examine the implementation of Sales & Channel Management concepts and strategy in Business firms |
Course Outcomes mapped with PEO CO1. Students will understand the basic concepts of sales and distribution management. (PEO3) CO2. Students will be able to apply their knowledge of sales and distribution management. (PEO1 CO3. Students will be able to analyze the different issues of sales and distribution management. (PEO1) CO4. Students will be able to evaluate the integration of the issues of sales and distribution management for better business outcomes. (PEO3) |
Program Educational Outcomes (PEOs) | |
PEO1 | Apply multidisciplinary quantitative and qualitative techniques, and knowledge of digital technologies, to analyze business scenarios |
PEO2 | Work effectively in teams, demonstrate leadership and data-driven decision-making skills |
PEO3 | Integrate theory and practice to find sustainable solutions to strategic business problems |
PEO4 | Demonstrate effective written and oral communication skills |
PEO5 | Develop cultural sensitivity and exhibit high degree of integrity and ethics in behaviour |
TEXTBOOK
Havaldar & Cavale: Sales and Distribution Management Text and Cases, McGraw-Hill
SUGGESTED READINGS
1. Panda, Sahadev: Sales & Distribution Management = Text and Cases; OUP
Still, Cundiff, Govoni & Puri: Sales & Distribution Management – Decision, Strategies & Cases; Pearson
3. Jobber & Lancaster: Selling & Sales Management; Pearson
DURATION: 9 sessions of 90 minutes each
PEDAGOGY:
Teaching Pedagogy will consist of classroom teaching, use of cases and caselets, class discussion and assignments
COMPONENTS OF EVALUATION:
Particulars | Percentage |
End-Term Exam | 40% |
Class Participation | 10% |
Attendance | 20% |
Quiz/ Assignment | 30% |
Total | 100% |
- Teacher: Arunava Dalal