I YEAR - SEMESTER II - CORE VI L T P Maximum: 100 marks (Internal: 50 marks; External: 50 marks)

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1 SRM INSTITUTE OF SCIENCE AND TECHNOLOGY FACULTY OF SCIENCE AND HUMANITIES DEPARTMENT OF COMMERCE LESSON PLAN EVEN SEMESTER I YEAR M.COM - SALES AND DISTRIBUTION MANAGEMENT - II SEMESTER SUBJECT CODE PCM15E51 I YEAR - SEMESTER II - CORE VI L T P Total of LTP C SALES AND DISTRIBUTION MANAGEMENT Maximum: 100 marks (Internal: 50 marks; External: 50 marks) OBJECTIVES To understand the present market situation in sales and distribution domains UNIT I Personal selling Types of selling Alternative Sales Structures: Network Marketing Mail order selling Elements of direct marketing Teleshopping Telemarketing System selling - The selling process Strategies and Styles formulating sales objectives Sales forecasting Estimating market and Sales Potentials I Issue of Syllabus Introduction II Meaning of personal selling III Importance, merits and limitations of personal selling V Types of selling I Alternative sales structures network marketing - objective II Mail order selling III Direct marketing meaning and elements V Selling process I Formulation of sales objectives II Strategies and styles III Sales forecasting estimating market and sales potentials UNIT II The sales force Size of the sales force, sales organization based on customer, geography, product and combinations and current trends sales training programs and motivating the sales force sales force compensation, sales incentives and sales force evaluation controlling the sales effort sales quotas, sales territories, sales audit.

2 V Meaning and size of sales force I Sales organization based on customer, product and geography II Current trends in sales force III Motivation and sales training programs of sales force V Compensation and sales incentives I Sales force evaluation II Controlling the sales effort sales quotas, sales territories III Sales audit V REVISION UNIT III Physical distribution Participants in the physical distribution function, the environment of physical Distribution Channel Design strategies and structures, selecting channel members, setting distribution objectives and tasks Target markets and channel design strategies I Physical distribution function meaning and participants II Environment of physical distribution III Channel design strategies V Channel design structures I Selecting channel members II Setting distribution objectives III CYCLE TEST I V CYCLE TEST I I Setting distribution tasks II Channel design strategies III Target markets V SEMINAR I SEMINAR II REVISION

3 UNIT IV Managing the marketing channel - Product, Pricing and Promotion issues in Channel Management and Physical Distribution - Motivating channel members Evaluating channel member performance Vertical marketing systems Retail co-operatives, Franchise systems and corporate marketing systems III Marketing channel meaning and importance V Managing marketing channel product and pricing I Promotional issues in channel management and physical distribution II Motivating and evaluating channel members III Vertical marketing systems V Retail cooperatives I Franchise systems and corporate marketing systems II SEMINAR III REVISION V CYCLE TEST II I CYCLE TEST II UNIT V Latest concepts in e-commerce - e-enabled selling and distribution e-commerce and e-retailing as a channel of distribution, Electronic intermediaries, Disintermediation and Re-intermediation, e- enabled logistics management and tracking systems II Latest concepts in e commerce III e enabled selling and distribution V e commerce and e retailing as a channel of distribution I Electronic intermediaries II Disintermediation III Re - intermediation V e enabled logistics management I Tracking systems

4 II SEMINAR III REVISION V MODEL EXAMINATION I MODEL EXAMINATION II MODEL EXAMINATION III MODEL EXAMINATION V MODEL EXAMINATION REFERENCES 1. Futrell : Sales Management, Pearson Education edition Kapoor and Kansal: Basics of Distribution Management A logistical approach, Prentice-Hall India edition Johnson, Kurtz and Scheuing Sales Management, Mc Graw-Hill edition Rosenbloom: Marketing Channels A management view, Dryden Press edition QUESTION PAPER PATTERN UNIT BASED EXAMINATION PART A PART B TOTAL MARKS CYCLE TEST I - Unit I and II II Unit III and IV 6 Questions Equally Distributed- FOUR questions to be answered and each carries FIVE Marks 2 Questions 1 Question from each Unit Internal Choice Pattern Each Carries 15 Part A 20 Marks and Part B 30 Marks = Total Marks 50 Marks MODEL EXAMINATION Full Syllabus 8 Questions FIVE Questions carry 5 Marks each 5 Questions 1 Question from each Unit Internal Choice All Questions carry 15 Marks each Part A 25 Marks and Part B 75 Marks = Total Marks 100 Marks SEMESTER EXAMINATION Full Syllabus 8 Questions FIVE Questions carry 5 Marks each 5 Questions 1 Question from each Unit Internal Choice All Questions carry 15 Marks each Part A 25Marks and Part B 75 Marks = Total Marks 100 Marks EVALUATION AND MARKS 1. Internal Examination 50 Marks Cycle Test I Marks obtained for 50 will be converted to 10 Cycle Test II Marks obtained for 50 will be converted to 10 Model Examination Marks obtained for 100 will be converted to 20

5 2. Assignment 5 Marks 5 Marks will be awarded for Assignment/Project/Seminar/Class Work Maintenance 3. Attendance 5 Marks Attendance Marks is as 95% and More Attendance 5 Marks 90% to 94.99% - 4 Marks 85% to 89.99% - 3 Marks 80% to 84.99% - 2 Marks 75% to 79.99% - 1 Mark Less than 75% - Nil 4. External Examination 50 Marks Examination will be conducted at the end of the Semester marks Obtained for 100 will be converted to Qualification to Higher Semester and Passing Criteria Student must appear for minimum of Three Subjects in the Current Semester to qualify for higher semester failure will lead to detention in the present semester Passing minimum is 50% in End Semester (External) Examination and 50% Overall (Internal and External) *** Students securing less than 75% Attendance in the semester will be detained in the semester and they have to redo the semester in the forthcoming Academic Year on payment of fees as prescribed by the University***