Professional Documents
Culture Documents
www.aurouniversity.edu.in
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Contents
Introduction
3
Module Objectives:.....................................................................................................................................3
Coverage:....................................................................................................................................................4
Learning outcomes:.....................................................................................................................................5
Assessment structure:..................................................................................................................................5
Contact hours:.............................................................................................................................................5
References:..................................................................................................................................................6
Weekly Coverage:.......................................................................................................................................7
Assessments (Detailed Instructions):...........................................................................................................8
Penalties...9
Regulations......................................................................................................................................9
Support for your learning..........................................................................................................................12
Using unfair means in assessments............................................................................................................12
Week 01: Introduction...............................................................................................................................14
Week 02: Salesmanship.............................................................................................................................15
Week 03: Selling Theories & Strategies....................................................................................................16
Week 04: The Selling Process....................................................................................................................17
Week 05: Sales Organization.....................................................................................................................18
Week 06: Recruitment and Selection of Sales Force..................................................................................19
Week 07: Sales Force Training..................................................................................................................20
Week 08: Sales Force Compensation.........................................................................................................20
Week 09: Sales Territories.........................................................................................................................22
Week 10: Sales Quota................................................................................................................................23
Week 11: Evaluation of Sales Force..........................................................................................................24
Week 12: Sales Budget & Control.............................................................................................................25
Week 13: Distribution Channel Strategy - functions, designing & selecting channels...............................26
Week 14: Motivating & Evaluating Channel Members, Channel Conflict & Dynamics...........................27
Week 15: Retailing & Wholesaling, Logistics-Management and Channel Control....................................28
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Module Objectives:
The course intends to develop an understanding of concepts, methods and strategies of
sales and distribution management with special reference to markets at home and abroad.
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Integrate the Sales & Distribution knowledge with Strategic Aspects of the Marketing
Plan
Develop an ability to map and manage the Logistical Aspects of Sales and
Distribution
Develop Analytical Skills through Case Study Analysis
Utilize a range of Personal Skills and Competencies that will enable them to operate
effectively in their industry
Coverage:
Introduction: Sales And Distribution Strategy: An Overview- Marketing Sales And Distribution
Linkage; What Is Selling?
Salesmanship: Its Relationship With Sales Management & Personal Selling; Myths About
Selling, Characteristics Of Sales Job; Conceptual Model Of Salesperson-Buyer, Dyadic
Relationship; Selling Theories, Formulation Of Personnel Selling Strategies.
Selling Process And Sales Organization: Prospecting; Pre-Approach And Call Planning;
Approach And Presentation; Objection Handling And Sales Close, Purpose Of Sales
Organization, Setting Up A Sales Organization, Basic Types Of Sales Organizational Structure.
Sales Force Management And Control: Recruitment And Selection Of Sales Force; Sales
Force Training: Objective And Techniques; Basic Issues Sales Force Compensation, Sales
Territories: Concept, Reason For Establishing Territories, Revising Routing & Scheduling Sales
Personnel. Sales Quotas: Types Of Quotas & Their Administration. Performance Appraisal And
Evaluation. Sales Control, Sales Budget, Determining The Size Of Sales Force, Sales Contest &
Meetings.
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Distribution Marketing: Channel Strategy; Structure And Functions, Designing And Selecting
Channel, Motivating & Evaluating Channel Members, Channel Conflict & Dynamics, Retailing
& Wholesaling, Logistics Management And Channel Control
Learning outcomes:
Subject Specific: Knowledge, Understanding and Skills:
On successful completion of this module students will be able to demonstrate the ability to:
Assessment Structure:
Contact Hours:
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24 hours Lecture
16 hours Tutorials/Workshops/Seminars
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References:
Core Text:
Still, R.R. et.al (2008), Sales Management Decisions, Strategies and Cases, 5/e, New
Delhi, Pearson
Other References:
1. Blattberg , R.C. and Scott A. (1990) Sales promotion: Concepts, Methods & Strategies,
PHI.
2. Calvin, R.A., 2002. Sales Management, New Delhi: TMH.
3. Churchill, G.A. and Ford, N.M., 2000.Sales Force Management.6/e. New York: McGraw
Hill.
4. Donaldson, B., 2007.Sales Management Theory and Practice. 3/e. New York : Palgrave
Macmillan.
5. Futrell, C., 2001.Sales Management: Teamwork, Leadership and Technology .6 / e. Texas:
Harcourt Brace.
6. Ingram, Thomas N., 2007. Sales Management: Analysis and Decision Making. 6/e. New
Delhi: Cengage Learning.
7. Jobber, D. and Lancaster, G., 2009. Selling & Sales Management. 8/e. Harlow: Financial
Time Prentice Hall.
8. Panda, Tapan K., Sahadev, Sunil (2009) Sales and Distribution Management, New Delhi:
OUP
9. Ramachandran, S., 2002.Distribution and Sales Management. New Delhi : Allied New
age
10. Venugopal, Pingali. 2011, Sales and Distribution Management: An Indian Perspective,
Sage Publications, New Delhi.
11. Kapoor, Ramneek, 2008, Fundamentals of Sales Management, Macmillan India Ltd, New
Delhi.
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Weekly Coverage:
S. No.
Week
Coverage
Week 1
Introduction
Week 2
Salesmanship
Week 3
Week 4
Selling Process
Week 5
Sales Organization
Week 6
Week 7
Week 8
Week 9
Sales Territories
10
Week 10
Sales Quota
11
Week 11
12
Week 12
13
Week 13
14
Week 14
15
Week 15
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students are required to read the case and may bring one A4 sheet with the details of the case in
points. They will be issued a fresh case study on the day of the examination.
Identify important issues in starting a new sales force from the ground up.
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Information systems
Forecasting
Budgeting
Word Limit: 2500 words (Font size: 12, Times New Roman, single space)
Submission deadline: Week 8 class day 10:00 A.M.
Report (15%)
Presentation (10%)
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Group will be defined by the program office on behalf of the faculty member.
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Word Limit: 4000 words (Font size: 12, Times New Roman, single space)
Group Presentation (10%): A 20 minute presentation with 10 minutes Q&A
The group presentation should highlight the following:
1. Introduction of the Industry and the Rationale of Entry
2. Sales and Distribution in the Chosen Industry
3. Designing the Distribution System
4. Operating and Managing the Distribution System
5. Conclusions
- 30 %
2. Level of analysis
- 20 %
3. Communication skills
- 30%
- 20 %
Regulations
Penalties for late submissions
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Prior to the submission deadlines there are published procedures for the granting of
extensions. Work submitted after a deadline but within the time limit of an approved extension
shall not be subject to penalty. Work submitted late without an approved extension shall normally
be penalized as follows:
Work submitted between 1-7 days late will receive a penalty of 25 percentage points.
Work submitted more than 7 days late will be awarded a mark of zero.
Extensions for medical reasons or extenuating circumstances must be agreed with the
Module Leader in advance of the deadline where possible and supported by medical evidence
where appropriate. Problems with printing and binding will not normally be accepted as valid
reasons for lateness.
Resit Exams
Where a candidate is absent from a resit examination and presents no valid documented evidence
for the reason for absence, or the evidence does not constitute good cause, the fail mark from the
original examination shall stand.
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Where a candidate is absent from a resit examination but provides a well-documented
and acceptable case for the absence, he or she shall be offered a further opportunity to resit in the
next iteration of its examination (i.e. in the following academic year).
Where a candidate is due to sit a substantial number of resit examinations (two or more
units) but fails to attend without explanation or good cause, they shall be assumed by the
Registrar to have withdrawn from the Program /University.
The principles above also apply where the reassessment is a coursework assignment that
has either not been submitted or has been submitted but not by the specified dates, as part of the
re-assessment, or first sitting requirement.
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and we intend to teach you. If you are struggling or having any problems please do take these
opportunities to let us know.
But don't panic if you miss the occasional lecture - we won't pounce on you - just the persistent
offenders!
Expectations
There are a number of expectations for your study on this module which you should be aware
of. These are that you will:
Adhere to the guidelines vis--vis submission deadlines; weekly readings and tasks;
practice tests schedule
Regularly log-in to check on the AURO UNIVERSITY server for announcements (and
material) pertaining to this module
Attend all the face to face sessions and regularly connect with module/workshop leaders
for any clarification pertaining to the module
Be aware of the plagiarism norms of the AURO UNIVERSITY and take care to not to
infringe upon the any of the same
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The Institute takes this issue very seriously and you may be expelled or have your degree
withheld for cheating in assessments. If you are having difficulty with your work it is important
to seek help from your tutor rather than be tempted to use unfair means to gain marks. Do not
risk losing your degree and all the work you have done. AURO UNIVERSITY defines a number
of different forms of cheating, although any form of cheating is strictly forbidden. These are:
Submitting other people's work as your own - either with or without their knowledge.
This includes copying in examinations; using notes or unauthorized materials in
examinations
Collusion - except where written instructions specify that work for assessment may be
produced jointly and submitted as the work of more than one student, you must not
collude with others to produce a piece of work jointly, copy or share another student's
work or lend your work to another student in the reasonable knowledge that some or all
of it will be copied
Duplication - submitting work for assessment that is the same as, or broadly similar to,
work submitted earlier for academic credit, without acknowledgement of the previous
submission
Falsification - the invention of data, its alteration, its copying from any other source, or
otherwise obtaining it by unfair means, or inventing quotations and/or references.
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Identify clearly the differences between the functions of marketing and sales
Week 01 Seminar:
Overview of the Assessments Case Study Analysis and Group Exercise- Study of Amway,
Fedex & Nike
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To understand the linkage between salesmanship, sales management and personal selling
To be able to define and explain the concept of sales and salesmanship
To understand selling and what entails in a sales job
To understand the relationship between buyer and seller
To identify and point out different types of salesman, their traits and job functions
Week 02 Seminar:
Case Discussion on Designs by Kate The Power of Direct Sales Kitchen Appliances
Week 02 Workshop:
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Theories of Selling - AIDAS, right set of circumstances, buying formula and behavioral
equation
Characteristics of Selling Strategy
Effectiveness of Selling Strategies in Buying Process
Selling Strategies
Week 03 Seminar:
Week 03 Workshop:
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Week 04 Workshop:
Week 04 Seminar:
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Week 05 Seminar:
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Week 06 Seminar:
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Week 07 Seminar:
Submission Deadline: Case Study Analysis due next week (class day 10:00 am)
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Week 08 Seminar:
Learning Objectives:
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Readings for Week 09:
Week 09 Seminar:
Class discussion on Tata Motors creating rural sales segment & territory as a separate
process (Hub & Spoke Model of Distribution)
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Week 10 Seminar:
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Week 11 Seminar:
Week 12 Seminar:
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Case Study (TBC) and preparing the Flexible Budgeting for a Sales Department based
on 5year projections.
Strategy
Functions,
Learning Objectives:
Week 13 Seminar:
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Learning Objectives:
Channel Relationships
Channel Power , Control and Positioning
Channel Influencing Strategies
Appraisal of Channel Members
Managing Channel conflict
Week 14 Seminar:
Submission Deadline: Group exercise due next week (class day 10:00 am.)
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Week 15 Seminar:
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