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(PGDM)
Area: Marketing
Course Faculty
Learning Objectives:
Subject learning outcomes of this Sales and Distribution Management course are:
a) To understand and effectively manage the core activities of sales and distribution
management.
b) To appreciate the various sales and distribution management practices to take effective
decisions.
c) To demonstrate ethical orientation while making business decisions (2.2).
Pedagogy
1. Class Room Lectures
2. Case Discussions
3. Working in Groups by Students on topics discussed in the class and their presentations
4. Field work
5. Videos on Sales Management
6. Role Plays
Course Requirements
i. This is an interactive course; it is important for the students to come prepared for the class.
Preparation for the class includes having read the assigned study material. There are many
cases in this course and students are required to come with their analysis of the issues
raised in those cases.
ii. Students should submit a case analysis report and power point presentation one day before
the scheduled class.
iii. Each group is expected to prepare a Sales Manager Interview Team Project in
different sectors. The project will be graded with particular attention to the application of
course reading material and concepts.
Evaluation
Students will be evaluated by case analysis, projects, paper presentations, class participation, and
term exams. The weightage given to each of these units is listed below:
* Except component of AOL and End-Term, individual faculty may adopt methods of evaluation
other than specified here
Group Projects
This portion of the evaluation will be primarily based on group presentations related to cases. Each
group should prepare for each class as you would for a business meeting reading the assigned
materials, thinking about the issues, and deciding how to apply them to a business situation. The
format is as follows:
Identification of key issues (20%): Do not re-write the case. Identify the key issues and
discuss why you feel so.
Assumptions (20%): Identify the important assumptions that are being made by the
characters in the case. For example management assumes that sales force automation will
improve sales. Discuss the assumptions as to whether or not they are good assumptions or
poor assumptions. What happens if they are incorrect? How would you find out or
determine if they are wrong? If you make assumptions, you can either identify them here
or in the alternative section, whichever makes more sense.
Alternatives (30%): You should discuss several alternatives or solutions to the key issues
or problems identified. Discuss the advantages and disadvantages of each solution and
evaluate the appropriateness of each alternative. You should have more than one for each
issue (otherwise you dont have alternatives), and you should have some that are mutually
exclusive. That means that your recommendation cannot be do all of the alternatives.
Recommendation (30%): Justify your choice of action and discuss why this alternative is
more appropriate than the others.
Table of Contents
Executive Summary
Concisely state what you did and what you concluded that is important!
Selected Manager
The rationale for why you chose this sales manager and firm. Also, provide an
explanation of why the manager selected a sales job, what assignments s/he has had, and
their philosophy toward a sales career.
Other References:
Sales Management: Shaping Future Sales Leaders, John Tanner, Earl Honeycutt, and Robert
Erffmeyer, Pearson Publishers
One Minute Manager Sales Person by Spencer Johnson, Larry Wilson, HarperCollins
Publishers
Books by Zoltner and Sinha
Sales 101 B Brian Azar n Brad Fenton, Simon & Brown Publisher
Sales Management by Ingram, LaForge, Avila, Williams, Segments Books
Rackham, Neil (1988) SPIN Selling. New York, NY: McGraw-Hill.
Investigative Selling b Omar Periu, Tom Hopkins , Rupa & Co
The Joy of Selling by Steve Chandler, Meghna Publications
Session Plan/Reading Material
Sessions 1: Introduction to Course
Introduction to Sales and Distribution Management, Understanding some key terms and concepts
Readings:
Adamson, B., Dixon, M., & Toman, N. (2013). Dismantling the sales machine. Harvard Business
Review, Vol. 91, No. 11, pp. 102109.
Mayer, David and Herbert M. Greenberg (1964) What Makes a Good Salesman, Harvard
Business Review, Vol. 42, Issue 4, pp. 119-125.
Benson P. Shapiro and Stephen X. Doyle (1983), Make the Sales Task Clear, Harvard
Business Review, Vol. 61, No. 6, pp.
Role of the First Line Sales Manager (FLSM), Organizational Strategies and the Sales Function
Readings:
Deeter-Schmelz, D. R., Goebel, D. J., & Kennedy, K. N. (2008). What are the characteristics of an
effective sales manager? An exploratory study comparing salesperson and sales manager
perspectives. Journal of Personal Selling & Sales Management, 28(1), 7-20.
Sales Force structure, Field Organization of the Sales Department, Centralization versus
Decentralization in Sale Force Management
Readings:
Cespedes, F. V. (1990). A preface to payment: designing a sales compensation plan. MIT Sloan
Management Review, 32(1), 59.
Motivating the Sales Force, Dimensions of sales force motivation, Financial rewards, Sales
meetings
Readings:
Steenburgh, Thomas and Michael Ahearne (2012), Motivating Salespeople: What -Really
Works, Harvard Business Review, Vol. 90, No. 7/8, pp. 70-75.
Miao, C. F., Evans, K. R., & Shaoming, Z. (2007). The role of salesperson motivation in sales
control systemsIntrinsic and extrinsic motivation revisited. Journal of Business Research, 60(5),
417-425.
Readings:
Trailer, B. and Dickie, J. (2006), Understanding what your sales manager is up
against, Harvard Business Review, Vol. 84 No. 7/8, pp. 4855.
Hassan, Fred (2006), Leading Change from the Top Line, Harvard Business Review, Vol. 84
(July/August), pp. 90-97.
Readings:
Ron Carucci, Why Ethical People Make Unethical Choices. Harvard Business Review
(website), December 16, 2016
Soltes, Eugene F. "Why It's So Hard to Train Someone to Make an Ethical Decision." Harvard
Business Review (website), January 11, 2017
Sessions 15 & 16
Group Presentations
Review of Course and Discussions about End term paper