Sales and Distribution Management

Course Objective

Sales and Distribution is the most vital subject in Marketing Management. The ways company do business has undergone several changes over past few years, particularly with the concepts of globalization and digital marketing. The very existence of the company is dependent on the sales of its products and services. With business going beyond the national boundaries the distribution aspect of the marketing is not only becoming critical for the company, but also becoming highly complex to implement. Hence the exposure to the concepts of sales and distribution is highly essential for students of marketing.

> Mandatory 2.5 Credits

Course Faculty

BE (Mechanical), NIT Rourkela PGDM (Marketing & Systems), XIMB LLB, Utkal University PhD (IIT, Kharagpur) Area of Specialization: Marketing Prof. Punyaslok Dhall has more than two decades of experience in corporate and academics. Dr. Dhall is an Associate Professor in the area of Marketing. He has professional experience in consulting (PWC, Adam Smith International), business analysis (NetAcross, IHRS), project management (TCS, World Bank funded projects) and business development (Wipro, Panasonic). His areas of interest and research include sales management, distribution system, and relationship management. He has several research articles and case studies published in referred journals. He has conducted MDPs with reputed organizations and FDPs for management faculty. Prof, Dhall has professional affiliation with Institution of Engineers, NHRD network and Institute of Management Consultants of India (IMCI). He was awarded CMC (Certified Management Consultant) by IMCI, India in 2002.