Course in Sales and Distribution Management

Course Objectives: This elective course will offer in-depth exploration of concepts and practices in the fields of Channel Management in order to equip the participants with specialized insights and skills. The course will use Indian Environment as the backdrop but will also draw from international experiences whenever needed. The perspective will be effective managerial decision making in these areas.

Pedagogy

Lectures cum Discussion and case studies would form the core pedagogy for this course. Experience sharing by industry speakers will be a key input for learning. Experience of doing a live group project involving field work would be a vital part of the pedagogy.

Course Evaluation

Group Project 40%
End Term Examination 60%