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.
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Teaching Assistant(s)

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 Course Duration : Feb-Apr 2019

 Enrollment : 15-Nov-2018 to 25-Feb-2019

 Exam registration : 01-Dec-2018 to 01-Mar-2018

 Exam Date : 28-Apr-2019, 28-Apr-2019