Course Name: Sales And Distribution Management

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

Media Object

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 yet
 Course Duration : Feb-Apr 2022

  View Course

 Enrollment : 14-Nov-2021 to 21-Feb-2022

 Exam registration : 13-Dec-2021 to 18-Mar-2022

 Exam Date : 23-Apr-2022

Enrolled

Will be announced

Registered

Will be announced

Certificate Eligible

Will be announced

Certified Category Count

Gold

Will be announced

Silver

Will be announced

Elite

Will be announced

Successfully completed

Will be announced

Participation

Will be announced

Success

Elite

Gold





Legend

Final Score Calculation Logic

Enrollment Statistics

Total Enrollment: 3718

Assignment Statistics




Score Distribution Graph - Legend

Assignment Score: Distribution of average scores garnered by students per assignment.
Exam Score : Distribution of the final exam score of students.
Final Score : Distribution of the combined score of assignments and final exam, based on the score logic.