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Pondicherry University MBA 2nd year Syllabus-MBA MARKETING-LOGISTICS MANAGEMENT
Posted Date: 21 Jul 2008 Resource Type: News/Announcements Category: Education
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Posted By: bharath sudar Member Level: Platinum
Rating:  Points: 3
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PAPER - XIV
LOGISTICS MANAGEMENT
COURSE CODE: 36 PAPER CODE: H3040
UNIT - I
PERSONAL SELLING: Types of selling - Alternative Sales Structures: Network Marketing - Mail order selling - Elements of direct marketing - Teleshopping - Telemarketing -Systems selling. The selling process - Strategies and Styles - formulating sales objectives -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.
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.
UNIT - IV
MANAGING THE MARKETING CHANNEL: Product, Pricing and Promotion issues in channel Management and Physical Distribution - Motivating channel members - Evaluating chan~el member performance - Vertical marketing systems - Retail co-operatives, Franchise systems and corporate marketing systems.
UNIT-V
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.
REFERENCES
1. Charles Futrell: SALES MANAGEMENT, Pearson Education Books
2. Eugene M. Johnson, David L. Kurtz & Eberhard E. Scheuing: SALES MANAGEMENT; Mcgraw Hill.
3. Bert Rosenbloom: MARKETING CHANNELS: A MANAGEMENT VIEW, Dryden Press.
4. Coughlan, Anderson, Stem & EI Ansary: MARKETING CHANNELS, Prentice-Hall India.
5. Bowersox & Closs: LOGISTICAL MANAGEMENT, Tata McGraw Hill.
6. Satish K. Kapoor & Purva Kansal: BASICS OF DISTRIBUTION MANAGEMENT - A LOGISTICAL
APPROACH, Prentice-Hall India, 2003.
7. Richard R. Still, Edward W. Cundiff & Norman A.P. Govani: SALES MANAGEMENT, Prentice-Hall
India.
8. Efraim Turban, Jae Lee, David King, & H.Michael Chung: Electronic Commerce: A Managerial Perspective, Pearson Education Inc., 2000.
For more details, visit http://www.pondiuni.org/DDE/mbaIImarket_III.html
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