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Marketing Specialization
Course Name: Sales Force and Channel Management
Number of Credits: 2
Course Code MM P 024
Course Range 600-899
Level 4/5
Learning Objective(s): After the completion of this course, a student shall be able to :
1. Analyze, differentiate and apply Domestics and Global Sales and distribution practices.
2. Compose the tools and techniques necessary for designing , motivating and evaluating Sales
force and Channel Management systems
3. Compare and summarize the future managers with application based knowledge in Sales
Force and Channel Management.
Pedagogy:
Case Theory Mix
Advanced level: 40% cases(and Research Articles), 60% Theory
Pre-learning:
Marketing Management
Organizational Behavior
Course Outline
Sr.
No.
Topics
No. Of Hours
10
11
Total Hours
30
Books Recommended
1. Sales Management Decisions, Strategies and Cases- by Richard R Still, Edward W. Cundiff
and Norman A.P.Govani, Prentice Hall of India
2. The Management of Business logistics- a supply chain perspective- by Coyle, Bardi, Langley,
(Thomson-South western edition)
3. Marketing Channels (7/E) Author(s): Anne T. Coughlan , Erin Anderson, Louis W Stern and
Ansary (Pearson)
4. HBR Jul/Aug2006
5. HBR-July/Aug 2012
6. The New Sales Manager- by Walter Vieira
7. Professional Sales Management- Ralph Anderson, Hair, Bush
8. Sales Management- Indian Perspective- Dasgupta
9. Sales Management- Charleson, Futrell
10. Strategies & techniques for successful selling- Francis Lobo
11. Sales and distribution Management- by Tapan K Panda, Sunil Sahadev, Oxford University
Press
12. Sales Management-Analysis and Decision making- by Ingram, La Forge, Avila, Schwepker Jr,
Williams, Thomson-South Western
13. Selling and Sales Management- by David Jobber and Jeoff Lancaste, Pearson Education
14. Marketing Logistics-A supply chain approach Kapoor & Kansal pearson Education
15. Logistics by David Bloomberg, Stephan Lemay & Hanna PHI
16. Marketing Channels by Stern and El-Ansari & Couglan PHI
17. Sales Management- Douglas Dalrymple, William Cron & De Carlo- JohnWiley & Sons7/e,
18. Selling: Principles and Practices by Buskirk and Buskirk, McGraw Hill International Ed.
19. Fundamentals of Selling by Futrell : Customers for Life, , McGraw hill Publishing
20. Logistical Management: The Integrated Supply Chain Process by Bowersox and Closs,
21. Marketing Channels: A Management View by Bert Rosenbloom, Dryden Press
22. Global Operations and Logistics: Text and Cases by Dornier, Ernst, Fender and Kouvelis, John
Wiley Publications
23. Sales and Distribution Management: An Indian Perspective. Pingali Venugopal
24. Sales and Distribution Management(Text and Cases), Krishna K Havaldar, Vasant M Cavale,
Tata McGraw Hill
Suggested Evaluation Methods:
Live projects should be compulsory besides other components like presentation, assignments, test etc.
S.No
1
2
3
4
5
Name of
members
Shrirang Altekar
Semila
Fernandes
Adya Sharma
Sandeep
Prabhu
( SymbiosisNoida)
(SIBM-B)
(SIIB)
( SITM)
Designation
Org/Inst.
Signature
Signature:
Date:
Benchmarking:
National And International Universities
National
Institutes
Sales and
Distribution
Management
Sales
Management
Channel
Retail
Management Management
Rural
Marketin
g
XLRI (3
credits)
IIM-B (3
credits)
Great Lakes
institute of
Management
IMT-Ghaziabad
-SM & Personal
Selling (University
of Pune)
-Sales Force
Management
(FMS)
Logistics
mgmt (IIMA)
-Distribution
& retail mgmt
(Univ of
Pune)
-Mktg
Channel
(FMS)
IIM-A,
MICA,
SP Jain,
MDI, XLRI
Seminar on Retail
Mgmt (IIMA)
-Retailing
mgmt(FMS Delhi)
-Retailing
mgmt(IIMB
Internatio
nal
Institutes
NIL
Sales force
management
(Kellogg)
-Leading the
effective sales
force
(exe.pgm)(Whart
on)
-sales force
management
(Wharton)
-NUY-Stern
-Technology
sales & SM (MIT
Massachusetts
inst. Of Tech)
Channel
mgmt(Wharto
n)
-Mktg
channel
strategy
(kellogg)
Retailing (wharton)
-Retail Strategy
(NYU-Stern