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Goa University
Course Outline: Sales & Distribution Management (July 2015)
Item
Planned
Implemented
Sessions No. 1
Duration 2 hours
Objective
Reading Material
Learning
Methodology
Item
Planned
Session No. 2
Duration : 2 hours
Objective
Reading Material
Chapter 1 (Page 3)
Introduction to Sales Force Management
Textbook: from Management of Sales Force by Spiro
Chapter 21 (Page 637)
Managing the Sales Force
Textbook: Marketing Management by Kotler -11 Ed.
Learning
Methodology
Implemented
Item
Planned
Implemented
Sessions No. 3
Duration 2 hours
Objective
Reading Material
Learning
Methodology
Case Analysis:
Case 3-1 (Omnico, INC)
Page 76
Textbook: Management of Sales Force by Spiro
Item
Planned
Session No. 4
Duration 2 hours
Objective
Reading Material
Learning
Methodology
Implemented
Item
Planned
Implemented
Session No. 5
Duration: 2 hours
Objective
Reading Material
Learning
Methodology
Case Analysis:
Case 7-2 (Imaginative Staffing INC.)
Page 217
Textbook: Management of Sales Force by Spiro
Item
Planned
Session No. 6
Duration: 2 hours
Objective
Reading Material
Learning Methodology
Case Analysis:
Case 8-2 (Biolab Pharmaceutical Company)
Page 247
Textbook: Management of Sales Force by Spiro
Implemented
Item
Planned
Implemented
Session No. 7
Duration: 2 hours
Objective
Reading Material
Learning
Methodology
Case Analysis:
Case 9-2 (World Wide Security & Protection Systems)
Page 279
Textbook: Management of Sales Force by Spiro
Item
Planned
Session No. 8
Duration: 2 hours
Objective
Reading Material
Learning
Methodology
Case Analysis:
Case 10-2 (Lutz International)
Page 302
Textbook: Management of Sales Force by Spiro
Implemented
Item
Planned
Implemented
Session No. 9
Duration: 2 hours
Objective
Reading Material
Learning
Methodology
Case Analysis:
Case 12-3 (Aerospace Systems)
Page 369
Textbook: Management of Sales Force by Spiro
Item
Planned
Session No. 10
Duration: 2 hours
Objective
Reading Material
Learning
Methodology
Case Analysis:
Case 16-2 (Seal Rite Envelope Company)
Page 465
Textbook: Management of Sales Force by Spiro
Implemented
Item
Planned
Implemented
Session No. 11
Duration: 2 hours
Objective
Reading Material
Learning
Methodology
Case Analysis:
Case 17-3 (Fairfax Filter Fabricators)
Page 487
Textbook: Management of Sales Force by Spiro
Item
Planned
Session No. 12
Duration: 2 hours
Objective
Reading Material
Learning
Methodology
Case Analysis:
Nikons Sales & Distribution Strategy in India
(Case Material will be shared through email)
Implemented
Item
Planned
Implemented
Session No. 13
Duration: 2 hours
Objective
Reading Material
Learning Methodology
Case Analysis:
Youre the marketer: sonic PDA marketing plan
Page 561 (Answer only 4 questions)
Textbook: Marketing Management by Kotler -11 Ed.
Item
Planned
Session No. 14
Duration: 2 hours
Objective
Reading Material
Learning
Methodology
Project Presentations
Item
Planned
Session No. 15
Duration: 2 hours
Objective
Reading Material
Learning
Methodology
Project Presentations
Implemented
Implemented
Kindly Note:
All assignments should be submitted by each group for every case in the form of power
point presentation
All submissions will be accepted in soft copy only.
Group Number and subject of presentation should be clear in the file name.
All the names of the group members and their roll number should be mentioned
Late submissions will not be accepted.
All submissions should be sent at reachabhay@hotmail.com
(all assignments should be submitted at least 30 minutes before the commencement of each
class)
Reference Books:
S. N.
Parameter
Category
Weightage
Project
Group
30%
Case Analysis
Group
20%
Individual
30%
Class Participation
Individual
20%
100%