1SALES AND DISTRIBUTION MANAGEMENT MBA-IV Trimester Course on Sales and Distribution-3 Credit Course-30 Contact hours Course Instructors-Dr. Rajeshwari Panigrahi Introduction- Introduction- The importance of marketing problems was realized only after the industrial revolution which started in England in 1760 and immediately thereafter in United States the American Revolution necessitated the need for tapping untapped markets because the nearby markets were unable to absorb the increase quantities of manufactured goods this gave a lot of importance to marketing activities. With the increase in production more land, labor and capital was required which give rise to corporate form of organizations Thus, The sales department was given due importance and it became a separate functional department. Course Objective-To enable a student efficiently manages the sales force and make them more efficient. Learning outcomes 1. To understand the planning and staffing needs in professional sales. 2. To learn how to manage and motivate a professional sales team, as a sales manager. 3. To analyze the key success factors for sales executive performance. Content outline Unit-1- Sales management definition, Objectives of sales management, Sales executive as coordinator, theories of selling. Unit-2- Sales related policies and strategies: Product policies, distribution policies, Pricing policies, formulating personal strategies. Unit-3-Organising the sales effort: The effective sales executive, The sales organization sales department relations. Unit-4-Sales force management: Personal Management in the selling field, recruiting, selecting motivating, Controlling evaluating, and supervising sales force, planning evaluating sales training programs, Managing expenses of sales personal. Unit-5- Controlling the sales effort, the sales budget, quotas, Sales territories, Sales control and cost Analysis. 2 Text Book-Richard R Still, ”Sales Management , Pearson Education New Delhi,2010 Unit No Session No. Session Focus and Coverage Activity or Pedagogy Assignment and Weightage Date and Time of Assignment 1 1 Sales management definition, Objectives of sales management, Sales executive as coordinator, Case-PI Foods ltd – managing sales and distribution. 2 Theories of selling Case-Elex Motors ltd – Partnering relationship 2 3 Sales related policies and strategies: Product policies Lecture 4 Distribution Policies Lecture 5 Pricing policies. Lecture 6 Pricing Policies 7 Formulating personal strategies.- Competitive settings and personal selling strategy. Lecture 8 Personal Selling Objectives and personal selling strategy and sales related Marketing policies Lecture 9 Determining the Kind and size of sales force. Lecture 10 Quiz-1 3 11 Organizing the sales effort-The effective sales executive- Nature,functions Lecture 3 and qualities of a sales executive 12 Relations with top management and Managers of other marketing activities Lecture 13 The sales organization- purposes setting up a sales organization Lecture 14 Types of organization structures. Lecture Electrical Product Company – Revision in sales organisation 15 The sales organization sales department relations. Lecture 16 Sales department external relations. Lecture 4 17 Sales force management: Personal Management in the selling field Lecture 18 Recruiting Sales force-Methods of recruitment Lecture 19 Selecting sales force. Lecture 20 Quiz-2 21 Motivating sales Force-Methods of motivating sales force STI Limited- Incentive scheme for sales people. 22 Controlling sales Personal- Evaluating GTI Company Limited 23 Supervising sales force. Lecture 4 24 Planning for training programs and selecting training methods. Lecture 25 Evaluating sales training program 5 26 Controlling sales efforts-Budget and quotas GTI Company limited. 27 Sales territories, Sales control and cost analysis. MM Marketing company- Territory and Quotas for a new Product. Quiz-3 28 Presentation Group-1,2,3 10 Marks Assignment 1 and 2 have Before mid exam and 3 one week before the presentation 29 Presentation Group-4,5,6 10 Marks 30 Presentation Group-7,8,9 10 Marks Note-All case would be Provided at the beginning of the trimester and the student has to photocopy the case and come prepared at the time of the discussion. All the three Assignments have to be presented at the end of the trimester by assignment groups which would be divided randomly. Hard copy has to be uploaded on x learn. The Class has to be divided into groups of 5 1 (a) Identify any FMCG product and study how the Sales & Distribution activity operates in the market. to do this assignment the groups will visit the local Vishakhapatnam wholesale & retail markets where that product is sold; chart the complete flow backwards and forward as relevant for study all elements affecting distribution; 5 b) Map the Sales structure of the company and the sales force deployed to cover the markets, including details of their territorial alignment, beat plan, reporting norms. 3. Suggest a Suitable organization structure for ITC to ensure efficient performance and control of sales person also develop a job description of the sales personal of ITC. 3. You have to recruit sales persons for eureka Forbes for Andhra Pradesh. Develop a suitable Recruitment, Selection and training program for Eureka Forbes. Assessment pattern- Internal Assessment- 40 Marks Trimester end Examination -60 Marks Internal Assessment The scheme of internal assessment shall carry 40 Marks distributed among the following Parameters (i) Class room Attendance - 5 Marks (ii) Performance in the mid semester-exam 15 Marks (iii) Quiz 10 (3 Surprise quizzes would be conducted and the best 2 out of the 3 would be considered.) (iv) Presentation/GD/assignment 10 (As mentioned in the course outline)