PGDM Core Subject
Sales & Distribution Management
Course Objective
Primary PO Mapping: PO3 (Leadership & Agile Collaboration) and PO5 (Innovation & Entrepreneurship). Strategic Focus: Designing sustainable distribution models and managing cross-functional teams to drive value-centric growth.
Mandatory Textbook: Sales and Distribution Management by Tapan Panda and Sunil Sahadev.
Internal Assessment Scheme (70 Marks)
|
Component |
Marks |
Description |
Mapped CO |
|
Simulation |
20 |
The Channel Architect: Multi-round distribution logistics simulation. |
CO2, CO3 |
|
Case Study |
10 |
"The Last Mile": Analysis of a supply chain disruption using real-time data. |
CO4 |
|
Presentation |
10 |
"The Sales Pitch": Defending a territorial expansion strategy with storytelling. |
CO5 |
|
Mid Term |
10 |
Written exam covering foundations and territory management. |
CO1, CO2 |
|
Project |
10 |
"Retail Audit": Field study of distributor-retailer dynamics. |
CO3 |
|
Class Participation |
10 |
Active participation in role-plays and "war-gaming". |
All |
20-Session Plan
|
Session |
Topic |
Pre-Reading (Panda & Sahadev) |
Daily Assignment |
|
1 |
Personal Selling & Value Strategy |
Ch 1: Sales Management Intro |
Identify B2B value drivers |
|
2 |
The Sales Organization Structure |
Ch 2: Sales Organization |
A1: Org Chart Design |
|
3 |
Territory Management & Quotas |
Ch 3: Territory Management |
Map a Jaipur sales route |
|
4 |
Sales Forecasting & Data Literacy |
Ch 4: Sales Forecasting |
A2: Excel Forecasting Lab |
|
5 |
Recruitment & Force Selection |
Ch 5: Sourcing Talent |
|
|
6 |
Training & Motivation Strategies |
Ch 6: Training the Force |
A3: Motivation Framework |
|
7 |
Performance Evaluation (KPIs) |
Ch 7: Evaluation & Control |
|
|
8 |
Ethical Sales Governance |
Ch 8: Ethics in Sales |
A4: Code of Conduct Draft |
|
9 |
Distribution Channel Design |
Ch 9: Marketing Channels |
|
|
10 |
Mid-Term Internal Exam |
Review Sessions 1–9 |
Mid-Term (10M) |
|
11 |
Wholesaling & Retailing Dynamics |
Ch 10: Intermediaries |
|
|
12 |
Logistics & Inventory Optimization |
Ch 11: Physical Distribution |
A5: EOQ Model Exercise |
|
13 |
Channel Conflicts & Resolution |
Ch 12: Managing Members |
|
|
14 |
Omnichannel & D2C Integration |
Tech Note: Platform Logic |
A6: D2C Blueprint |
|
15 |
Simulation Lab: Channel Architect |
Manual: Logistics Sim |
Simulation (20M) |
|
16 |
Supply Chain Visibility & IoT |
Tech Note: Digital Twins |
|
|
17 |
International Distribution |
Ch 13: Global Distribution |
|
|
18 |
ESG & Green Logistics |
Tech Note: Sustainability |
|
|
19 |
Presentation: The Sales Pitch |
Manual: Storytelling |
Presentation (10M) |
|
20 |
Course Synthesis & Feedback |
Final Portfolio Review |