Sales And Distribution Management

By Prof. Sangeeta Sahney | IIT Kharagpur

Learners enrolled: 3724

The course investigates factors influencing the optimal design and management of distribution channels with particular emphasis on sales force management and channel designs for improving efficiency. The objective of the Course is to provide an understanding of Sales Management, with particular emphasis on sales force management

INTENDED AUDIENCE : For anyone keen to improve his/her sales and marketing skills,Elective Course,PG Course,MBA. PhD

PREREQUISITES : None

INDUSTRY SUPPORT : This is a marketing elective which deals with effective and efficient sales force management. Every company that deals with customers sales will recognize the relevance of this course.

Summary

Course Status :	Completed
Course Type :	Elective
Language for course content :	English
Duration :	8 weeks
Category :	Management Studies Marketing
Credit Points :	2
Level :	Undergraduate/Postgraduate
Start Date :	21 Feb 2022
End Date :	15 Apr 2022
Enrollment Ends :	21 Feb 2022
Exam Date :	23 Apr 2022 IST

Note: This exam date is subject to change based on seat availability. You can check final exam date on your hall ticket.

Page Visits

Course layout

Week 1  : Introduction to Sales Management
Week 2  : Determining Sales related Marketing Policies-Sales Organization; Sales Department Relations
Week 3  : Sales Organization; Sales Department RelationsPlanning, Sales Forecasting and Budgeting
Week 4  : Buyer-Seller DyadsDiversity of Personal-selling SituationsTheories of Selling
Week 5  : The Selling Process-Sales Force Management
Week 6  : Sales Force Management
Week 7  : Management of Sales Territory & Management of Sales Quota
Week 8  : The Sales Budget , Sales Control-Distribution Channel Management

Books and references

Text Books / Basic Material • Sales Management: Decisions, Strategies and Cases, Still, Cundiff & Govoni, Pearson Education.

Instructor bio

Prof. Sangeeta Sahney

IIT Kharagpur

Sangeeta Sahney is Professor at the Vinod Gupta School of Management, IIT Kharagpur A gold medalist in MBA, and a PhD. From IIT Delhi in Management, she served as a faculty member at U.P Technical University and IIT Roorkee, before joining IIT Kharagpur in 2005. With a specialization in Marketing, she also teaches Organizational Behavior and HRM. Her research interests include studies in consumer behavior, organizational behavior and service quality primarily quality management in education. She has also taught at AIT, Bangkok as a part of the Indian Secondment in 2009 and 2016. She has published research papers in many leading national and international journals, and has also received several awards and accolades. She has also authored a book, titled Consumer Behavior, published by Oxford University Press.

Course certificate

The course is free to enroll and learn from. But if you want a certificate, you have to register and write the proctored exam conducted by us in person at any of the designated exam centres.
The exam is optional for a fee of Rs 1000/- (Rupees one thousand only).
Date and Time of Exams: 23 April 2022 Morning session 9am to 12 noon; Afternoon Session 2pm to 5pm.
Registration url: Announcements will be made when the registration form is open for registrations.
The online registration form has to be filled and the certification exam fee needs to be paid. More details will be made available when the exam registration form is published. If there are any changes, it will be mentioned then.
Please check the form for more details on the cities where the exams will be held, the conditions you agree to when you fill the form etc.

CRITERIA TO GET A CERTIFICATE

Average assignment score = 25% of average of best 6 assignments out of the total 8 assignments given in the course.
Exam score = 75% of the proctored certification exam score out of 100

Final score = Average assignment score + Exam score

YOU WILL BE ELIGIBLE FOR A CERTIFICATE ONLY IF AVERAGE ASSIGNMENT SCORE >=10/25 AND EXAM SCORE >= 30/75. If one of the 2 criteria is not met, you will not get the certificate even if the Final score >= 40/100.

Certificate will have your name, photograph and the score in the final exam with the breakup.It will have the logos of NPTEL and IIT Kharagpur .It will be e-verifiable at nptel.ac.in/noc.

Only the e-certificate will be made available. Hard copies will not be dispatched.

Once again, thanks for your interest in our online courses and certification. Happy learning.

- NPTEL team

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