Sales and Distribution Management (MBA-313)
Program: Master of Business Administration
Category: Professional Elective Course
Semester: 3
Credits: 4
L-T-P: 4- 0- 0
Description
The objective of studying sales and distribution is to understand and optimize the processes involved in getting a product or service from the producer to the end consumer.
Instructor

Dr. Amanpreet Kaur

Assistant Professor
Department Of Management
Course Outcomes
  • Describe the nature, objectives, and importance of sales management within a business context
  • Assess market potential and sales potential through market identification and motivation analysis.
  • Analyze the roles of wholesalers, retailers, and facilitating agencies within various channel structures
  • Identify the sources of channel conflicts and their impact on distribution efficiency
  • Evaluate the effectiveness and impact of electronic marketing channels compared to traditional channels
Resources
Course Handout Lesson Plan Syllabus
Evaluation Scheme
MST 15
Assignment 10
Attendance 5
Total Internal 30
Total External 70
Overall Total 100