AKTU Sales & Distribution Management (BMBMK03) Syllabus PDF – MBA 3rd Semester

Course Objectives: The objective of this course is to:

• Provide students with a conceptual understanding of the role of selling in marketing, personal selling, types of sales personnel, and the process of effective selling.
• Develop managerial competencies in sales force recruitment, training, motivation, compensation, forecasting, territory management, productivity assessment, and performance appraisal.
• Enable students to plan and control sales operations using forecasting methods, budgeting, resource allocation, sales planning processes, CRM tools, and ethical practices.
• Equip students with knowledge and analytical skills for designing, managing, and evaluating distribution channels, channel partners, and retail-wholesale networks.
• Familiarize students with modern logistics, supply chain processes, IT-enabled distribution, and emerging trends such as e-commerce, green logistics, and reverse logistics.
• Cultivate skills to analyze real-world sales and distribution problems and formulate innovative, technology-driven strategies for effective sales and distribution management.

Unit1: (4 Hours)

Introduction to Sales: Role of selling in marketing, Personal selling, Types of sales personnel, Characteristics of a successful salesman, Process of effective selling.

UNIT 2: (8 Hours)

Sales Force Management: Types of sales organizations and their structure, Recruitment, Selection, Training and Development. Sales force motivation & compensation, designing incentives and contests, Sales forecasting, Sales budget, Sales quota, Sales territory, Building sales reporting mechanism and monitoring, Sales force productivity, Sales force appraisal.

Unit 3: (8 Hours)

Sales Planning and Control: Sales Forecasting Methods and Techniques, Sales Budgeting and Resource Allocation, Sales Strategy and Sales Planning Process, Sales Call Planning and Time Management, Role of Technology in Sales Planning (CRM, Sales force Automation),Ethics in Selling and Legal Aspects

Unit 4: (10 Hours)

Distribution Channel Management: Types of Marketing Channels, Channel Design and Selection, Channel Conflict and its Management, Channel Partner Selection, Motivation, and Performance Appraisal, Retailing and Wholesaling: Trends and Practices. Managing Vertical and Horizontal Marketing Systems

Unit 5: (10 Hours)

Logistics and Emerging Trends in Distribution: Introduction to Logistics and Supply Chain Management, Order Processing, Warehousing, Inventory Management, Transportation and Distribution Cost Control ,E-commerce and Omnichannel Distribution, Role of IT in Distribution (ERP, SCM Tools), Emerging Trends: Green Logistics, Reverse Logistics, Direct-to-Consumer (D2C) Channels, Role of IT in retailing: ERP, CRM, analytics-retailing andP aOgem 1n8i channel strategies, Mobile retailing, Social commerce, AI/ML in retail, Ethical and legal issues in retail, Sustainability in retailing, Future trends

Suggested Readings

1. Still, R.R., Cundiff, E.W. and Govani, N.A.P.; Sales Management; Pearson Education
2. Venugopal, Pingali, Sales and Distribution Management, SAGE Publishing
3. Berman, Evans, Retail Management Strategic approach, Pearson
4. Chaudhary Prashant , Selling and Negotiation, SAGE Publishing
5. Tapan Panda: Sales and Distribution Management, OUP.
6. Havaldar, K.K., and Cavale, V.M.; Sales and Distribution Management; McGraw- Hill Education.

Course Outcomes

Human Resource Management Electives