Department: MBA
Subject: PROMOTIONAL DISTRIBUTION MANAGEMENT
Teacher: Mrs. V. NAGA LAKSHMI Academic Year: 2019-20
Year/Semester: II--IV
Course
Outcomes:
|
DESCRIPTION |
Bloom’s Level |
|
|
At
the end of this course the student will able to: |
||
|
CO1 |
Student will be able to
classify various promotional tools, sales displays and their types |
Factual, Conceptual& Applied |
|
CO2 |
Students will be able to identify strategic issues in physical distribution
management and different costs incurred in physical distribution management |
Factual, Conceptual & Procedural |
|
CO3 |
Student
will able to understand the different types of distribution channels
available in the market and able to identify the difference between direct
and indirect marketing channels |
Factual, Procedural & Applied |
|
CO4 |
Student will able to
understand the different types of wholesalers and their functions and can
design the channel structure and how
to implement the channel designs |
Factual,
Conceptual & Procedural |
|
CO5 |
Student will be able
to understand the importance of ethics in sales department and can identify
the different problems faced by the sales manager and how to overcome those
ethical problems |
Factual,
Conceptual & Procedural |
Text book References:
Text book -1: K. Shridhara Bhat: “ Sales and Distribution
Management”, Himalaya Publishing House, Mumbai
Text book-2: Dr. SL Gupta, “ Sales And Distribution
Management”, Himalaya Publishing House, Mumbai
Contents/Activities:
1
|
Factual: Factual knowledge consist basic information about a particular subject or
discipline that students must be acquainted with. This may include the
terminology and the specific details or elements of a subject
|
·
|
2
|
Conceptual: Conceptual knowledge consists of knowledge of,
or understanding of concepts, principles, theories, models,
classifications, etc. We learn conceptual knowledge through
reading, viewing, listening, experiencing, or thoughtful, reflective mental
activity.
|
|
3
|
Procedural: Procedural knowledge is the knowledge exercised in
the performance of some task.
|
·
|
4
|
Applied: Applied
knowledge is learning that is used in various situations and contexts.
|
·
|
Schedule and Sequence:
Day
|
Topic
|
Objectives
|
Before Class-Videos,
e-Books, Case Studies
|
In-Class-Activities, Quiz
|
Post-Class-Assignment,
Discussion Forum
|
1
|
UNIT-1: Introduction to Promotional Management |
Learn about different types of sales promotions
and sales displays and how they show impact on consumer behavior
|
·
Refer
the Text book 2Page No: 318-319 * Handout |
·
Lecture
on introduction to promotional management |
Review
on the topic |
2
|
Sales Display
|
·
Refer
the Text book 2 ·
Page
No: 318-319 * Handout |
·
Lecture
on sales displays and its uses |
Review on the topic |
|
3
|
Sales Promotion- Sales Promotion
Objectives |
·
Refer
the Text book -2 Page No: 319 * Handout |
·
Lecture
on sales promotion and its objectives |
Review on the topic |
|
4
|
Types of Sales Displays
|
·
Refer
the Text book 2 ·
Page
No: 319-320 * Handout |
·
Lecture
on types of sales displays |
Review on the topic |
|
5
|
Factors Influencing Sales Promotion
|
·
Refer
the Text book -2 Page No: 323-324 * Handout |
·
Lecture
on factors which influence in the behavior of consumer |
Review on the topic |
|
6
|
Tools of Sales Promotion |
·
Refer
the Text book -2 Page No: 324-326 * Handout |
·
Lecture
on types of sales promotion |
Review on the topic |
|
7
|
Sales Promotion Strategies
|
·
Refer
the Text book -2 Page No:324-326 * Handout |
·
Lecture
on sales promotion strategies |
Review on the topic |
|
8
|
Sales Promotion and Consumer Behavior-
|
·
Refer
the Text book -2 Page No: 338-342 * Handout |
·
Lecture
on sales promo0tion and CB theories |
Review on the topic |
|
9
|
Consumers Price Perceptions
|
·
Refer
the Text book -2 Page No: 342 * Handout |
·
Lecture
on price perceptions of consumers |
Review
on the topic |
|
10
|
Perceived Risk and Attitudes |
·
Refer
the Text book -2 Page No:
343-344 * Handout |
·
Lecture
on risk and attitude development of consumer |
Review
on the topic |
|
11
|
Types of Promotion
|
·
Refer
the Text book -2 Page No:
324-326 *
Handout |
·
Lecture
on types of sales promotions |
Review
on the topic |
|
12
|
UNIT- 2 Introduction
to Distribution Management: Physical Distribution Management |
Knowledge of cost trade offs, and strategic issued faced in physical
distribution
|
·
Refer
the Text book -1 Page No: 234-236 * Handout |
·
Lecture
on physical distribution management |
Review
on the topic |
13
|
The
Concepts of Total Distribution Costs
|
·
Refer
the Text book -1 Page No: 241-243 * Handout |
·
Lecture
on total distribution cost |
Review
on the topic |
|
14
|
Cost
Trade-offs
|
·
Refer
the Text book -1 Page No: 241-243 * Handout |
·
Lecture
on cost trade offs |
Review
on the topic |
|
15
|
Customer
Service Standards
|
·
Refer
the Text book -1 Page No: 243-245 * Handout |
·
Lecture
on customer service standards |
Review
on the topic |
|
16
|
Strategic
Issues in Physical Distribution |
·
Refer
the Text book -1 Page No: 245-246 * Handout |
·
Lecture
on strategic issues in physical distribution |
Review
on the topic |
|
17
|
Strategic Issues in Physical
Distribution |
·
Refer
the Text book -1 Page No: 245-246 * Handout |
·
Lecture
on strategic issues in physical distribution |
Review
on the topic |
|
18
|
Challenges and
Opportunities |
·
Refer the Text book -1 Page No: 246-248 * Handout |
·
Lecture on challenges and opportunities of
physical distribution management |
Review
on the topic |
|
19
|
From
Physical Distribution to Marketing Logistics |
·
Refer the Text book -1 Page No: 248-250 * Handout |
· Lecture on
growth from physical distribution to marketing of logistics |
Review
on the topic |
|
20
|
Major
Logistics Functions |
|
·
Refer the Text book -1 Page No: 250-252 * Handout |
· Lecture on
functions of logistics |
Review
on the topic |
21
|
UNIT-3:
Marketing
Channels: Nature and Importance of Marketing Channels- |
Gaining Knowledge of marketing channels, and the difference between
direct and indirect marketing channels
|
·
Refer the Text book -1 Page No: 258-259 * Handout |
· Lecture on
marketing channels and its importance |
Review
on the topic |
22
|
Emergence
of Marketing Channel Structures
|
·
Refer the Text book -1 Page No: 259-261 * Handout |
· Lecture on evolution
of marketing channel structures |
Review
on the topic |
|
23
|
Types
of Marketing Channels
|
·
Refer the Text book -1 Page No:263-267 * Handout |
· Lecture on types
of marketing channels |
Review
on the topic |
|
24
|
Direct
Marketing Channels vs Indirect Marketing Channels |
·
Refer the Text book -1 Page No: 268-271 *
Handout |
· Lecture on difference
between direct and indirect marketing channels |
Review
on the topic |
|
25
|
Direct
Marketing Channels vs Indirect Marketing Channels |
·
Refer the Text book -1 Page No: 268-271 * Handout |
· Lecture on difference
between direct and indirect marketing channels |
Review
on the topic |
|
26
|
Problems in Distribution-
|
·
Refer the Text book -1 Page No: 271-273 * Handout |
· Lecture on
problems in distribution |
Review
on the topic |
|
27
|
Problems in Distribution-
|
·
Refer the Text book -1 Page No: 271-273 * Handout |
· Lecture on problems
in distribution |
Review
on the topic |
|
28
|
Selection
of Distribution Channels
|
·
Refer the Text book -1 Page No: 273-276 * Handout |
· Lecture selection
of appropriate distribution channel |
Review
on the topic |
|
29
|
Selection
of Distribution Channels
|
·
Refer the Text book 1 Page No: 273-276 * Handout |
· Lecture
selection of appropriate distribution channel |
Review
on the topic |
|
30-40
|
Student
Presentations
|
Mid 1 Assessment
|
·
Preparation of
Mini Report by the Student on the given topic |
Minimum 10 Minutes Presentation by each student |
Improving
presentation skills basing on faculty recommendations |
41
|
Channel
Decisions |
|
·
Refer the Text book -1 Page No: 276-281 * Handout |
· Lecture on
channel decisions |
Review
on the topic |
42
|
UNIT-4: Channel Institutions and
Designing Channel System: Wholesaling
|
To gain knowledge about the wholesaling and its types, and channel
design and implementation
|
·
Refer the Text book -1 Page No: 332-334 * Handout |
· Lecture on channel
design systems, wholesaling |
Review
on the topic |
43
|
Agent Wholesaling Middle Man |
·
Refer the Text book -1 Page No: 337-338 * Handout |
· Lecture on agent
wholesaling and its functions |
Review
on the topic |
|
44
|
Patterns
in Wholesaling
|
·
Refer the Text book - 1 Page No: 334-337 * Handout |
· Lecture on
patterns of wholesaling |
Review
on the topic |
|
45
|
Wholesaler Marketing Decision
|
·
Refer the Text book - 1 Page No: 346 * Handout
|
· Lecture on
decisions taken by wholesaler for marketing |
Review
on the topic |
|
46
|
Changing Patterns- Channel Design Decisions
|
·
Refer the Text book -1 Page No: 348-349, 362-366 * Handout |
· Lecture on different
changing patterns of channel designs |
Review
on the topic |
|
47
|
Channel
Design Comparison Factors |
·
Refer the Text book -1 Page No: 369-371 * Handout |
· Lecture on
comparing channel design factors |
Review
on the topic |
|
48
|
Ideal
Channel Structure
|
·
Refer the Text book -1 Page No: 366-369 * Handout |
· Lecture on ideal
channel structure |
Review
on the topic |
|
49
|
Types of Channels, Implementation and Integration
of Channel Design. |
·
Refer the Text book -1 Page No: 373-377 * Handout |
· Lecture on types
of channels and channel design and implementing |
Review
on the topic |
|
50
|
UNIT-5:
Ethical and Social Issues in Distribution Management: Business Ethics and
Sales Management |
To gain knowledge on ethics and ethical problems facing in the field of
sales and marketing
|
·
Refer the Text book -1 Page No: 549 * Handout |
· Lecture on business ethics and sales management |
Review
on the topic |
51
|
Ethical Issues facing Sales Managers |
·
Refer the Text book -1 Page No: 550-554 * Handout |
· Lecture on ethical issues facing by sales manager |
Review
on the topic |
|
52
|
Managing
Sales Ethics- Modeling Ethical Behavior
|
·
Refer the Text book -1 Page No: 554-556,556-5574 * Handout |
· Lecture on ethical
decisions |
Review
on the topic |
|
53
|
Making
Decisions on Ethical Problems
|
·
Refer the Text
-1 Page No: 557-558 * Handout |
· Lecture on ethical
decisions |
Review
on the topic |
|
54
|
Building
a Sales Ethics Programme |
·
Refer the Text book -1 Page No: 559 * Handout |
· Lecture on building
sales ethics |
Review
on the topic |
|
55
|
Building
a Sales Ethics Programme
|
·
Refer the Text book -1 Page No: 559 * Handout |
· Lecture on building
sales ethics |
Review
on the topic |
|
56
|
International
Distribution-
|
·
Refer the Text book -1 Page No: 538-540 * Handout |
·
Lecture on International
distribution |
Review
on the topic |
|
57
|
Challenges
in Managing an International Distribution Strategy. |
·
Refer the Text book -1 Page No: 540-543 * Handout |
·
Lecture on challenges in
international distribution strategy |
Review
on the topic |
|
58
|
Challenges in Managing an International Distribution
Strategy |
·
Refer the Text book -1 Page No: 540-543 * Handout |
· Lecture on
challenges in international distribution strategy |
Review
on the topic |
|
59
|
Challenges in Managing an International Distribution
Strategy |
·
Refer the Text book -1 Page No: 540-543 * Handout |
· Lecture on challenges
in international distribution strategy |
Review
on the topic |
|
60-70
|
Student
Presentations
|
Mid 2 Assessment
|
·
Preparation of
Mini Report by the Student on the given topic |
Minimum 10 Minutes Presentation by each student |
Improving
presentation skills basing on faculty recommendations |
Evaluation:
·
Mini Report:
10 Marks for Mid 1 & Mid 2 Separately.
·
Presentation:
10 Marks for Mid 1 & Mid 2 Separately.
·
Descriptive
Exam: 20 Marks for Mid 1 & Mid 2 Separately
·
Total
Mid marks 40 Marks: Average of Mid 1 & Mid 2
SIGNATURE OF FACULTY SIGNATURE OF HOD
No comments:
Post a Comment
Note: Only a member of this blog may post a comment.