Course abstract
The course investigates factors influencing the optimal design and management of distribution channels with particular emphasis on sales force management and channel designs for improving efficiency. The objective of the Course is to provide an understanding of Sales Management, with particular emphasis on sales force management.
Course Instructor
Prof. Sangeeta Sahney
Sangeeta Sahney is Professor at the Vinod Gupta School of Management, IIT Kharagpur A gold medalist in MBA, and a PhD. From IIT Delhi in Management, she served as a faculty member at U.P Technical University and IIT Roorkee, before joining IIT Kharagpur in 2005. With a specialization in Marketing, she also teaches Organizational Behavior and HRM. Her research interests include studies in consumer behavior, organizational behavior and service quality primarily quality management in education. She has also taught at AIT, Bangkok as a part of the Indian Secondment in 2009 and 2016. She has published research papers in many leading national and international journals, and has also received several awards and accolades. She has also authored a book, titled Consumer Behavior, published by Oxford University Press.More info
Teaching Assistant(s)
No teaching assistant data available for this course yetCourse Duration : Feb-Apr 2021
View Course
Syllabus
Enrollment : 18-Nov-2020 to 15-Feb-2021
Exam registration : 15-Jan-2021 to 12-Mar-2021
Exam Date : 25-Apr-2021
Enrolled
2857
Registered
381
Certificate Eligible
158
Certified Category Count
Gold
2
Silver
22
Elite
74
Successfully completed
60
Participation
77
Success
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Category : Successfully Completed
Elite
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Category : Elite
Silver
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Category : Silver
Gold
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Category : Gold
Legend
AVERAGE ASSIGNMENT SCORE >=10/25 AND EXAM SCORE >= 30/75 AND FINAL SCORE >=40BASED ON THE FINAL SCORE, Certificate criteria will be as below:
>=90 - Elite + Gold
75-89 -Elite + Silver
>=60 - Elite
40-59 - Successfully Completed
Final Score Calculation Logic
- Assignment Score = Average of best 6 out of 8 assignments.
- Final Score(Score on Certificate)= 75% of Exam Score + 25% of Assignment Score
We have taken best assignment score from both Jan 2020 and Jan2021 course
Sales and Distribution Management - Toppers list
Top 1 % of Certified Candidates
Top 2 % of Certified Candidates
Top 5 % of Certified Candidates
Enrollment Statistics
Total Enrollment: 2857
Registration Statistics
Total Registration : 381
Assignment Statistics
Assignment
Exam score
Final score
Exam score
Final score