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Aug 26, 2012
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Aug 24, 2012
Jul 12, 2012
Syllabus - 8th Sem
Logistics and Supply Chain Management
International Finance
Financial Institutions and Markets
Strategic Management II
Sales Management
MKT 112 - BBA, Specialization, Marketing
Course Objectives:
This course aims to provide students with the
knowledge of the management of the selling function in order to develop skills
for effective selling and sales management.
Course
Contents:
1.
Introduction 4 hours
Nature, role, and image of selling, Nature and role of sales
management, Relationship between sales and marketing
2. Buyer’s behavior 6 hours
Consumer
and organizational buyer behavior: distinguishing features, Consumer buying
decision process and determinants, Recent developments in organizational buying
3. Sales planning 4 hours
Sales and marketing planning: sales planning process, steps in
marketing planning, Selling in the marketing plan
4. Personal selling 15 hours
Sales
responsibilities, Sales preparation, Personal selling skills: opening, need and
problem identification, presentation and demonstration, dealing with
objections, negotiation, closing the sale, and follow-up
5. Sales promotion 5 hours
Sales channels, Sales promotions: consumer and trade promotions, and
personal motivation, Selling for resale, Exhibition and telephone selling.
Selling of services
6. Sales Management 14 hours
Concept and objectives of sales management, Recruitment and selection
of sales persons, Motivation and training, Sales organization structure, Size
of sales force, Establishing sales territories, Compensating the sales force,
Sales control: sales forecasting approaches, sales budgeting, and evaluation of
sales performance
Text Book
1.
Futrell, Charles: Fundamentals
of Selling, 6th edition, Irwin International Publication.
Reference Books
1.
Geoffrey Lancaster and David Jobber: Selling and Sales Management, Macmillan India
Ltd.
2.
Richard Still, E.W. Cundiff, and N. Govoni: Sales Management, Prentice Hall India
Logistics and Supply Chain Management
MKT 113 - BBA, Specialization, Marketing
Course Objectives:
This
course aims to provide students with the knowledge of logistics and supply
chain management in order to develop their skills in linking the marketplace,
distribution network, and the manufacturing process and establishing effective
logistics system.
Course
Contents:
1. Introduction 6 hours
Concept of marketing logistics, Competitive advantage: concept and
gaining competitive advantage thourough logistics. Mission of logistics management, Supply chain
and competitive performance
2. Logistics
Environment 8
hours
Changing logistics environment, Customer service, concept, components,
and importance of customer service; Customer retention, Service-driven logistic
system; Setting customer service priorities and service standards
3. Logistics
Costs 8
hours
Total cost analysis. Principles of logistics costing, The bottom line
approach. Shareholder value, customer profitability analysis, and direct
product profitability. Cost drivers and activity based costing.
4. Logistics
Performance 10
hours
Benchmarking
the supply chain: concept, benchmarking the logistics process, supply chain
process mapping, supplier and distributor benchmarking, setting the
benchmarking priorities, and logistics performance indicators
5. Strategic
Issues in Logistics 11
hours
Time based competition. Lead time. Logistics pipeline management.
Logistics value engineering. Lead time gap. Just in time logistics: the
Japanese philosophy, implications for logistics. Quick response logistics:
concept, vendor managed inventory, logistics information system, production
strategies for quick response
6. Supply Chain
Management 5
hours
Concept. Logistics vision and problems with conventional organizations,
Logistics organization: vertical and horizontal organizations
Text Book
- Martin Chouristopher: Logistics and Supply Chain Management, Pitman Publishing/ Pearson Education
Reference Book
1.
G. Raghuram and N. Rangaraj: Logistics and Supply Chain Management: Cases and Concepts,
Macmillan India Ltd
