Sales and Distribution Management

Recommended Prerequisites

Not applicable.

Teaching Methods

The sessions will comprehend a combination of an expository/interrogative method and active dissemination of the topics of the curricular unit, always appealing to a discussion and application of the mentioned subjects. The curricular unit also includes “real cases” that will be debated during each class, showing the different solutions according to the other criteria related to the marketing mix.

Learning Outcomes

The curricular unit aims to to analyze the structures of distribution channels and their impact in business. In particular, the main purpose of this curricular unit is to prepare students for decision-making and the definition of adequate strategies with regard to distribution. In the end, students should be able to define strategies that allow them to create a sustainable competitive advantage in a world where distribution channels are constantly changing and where their consolidation and growth in terms of busineof power is increasing. In these circumstances, it is necessary to recognize the issues that may cause channel conflict.

Work Placement(s)

No

Syllabus

1. Introduction to Distribution Channels
a. Changes in Distribution channels. Trends.
b. The importance of the “P” Distribution as a competitive advantage factor.
c. Typology of distribution channels

2. Planning of distribution channels. Segmentation, positioning, targeting and channel design.
a. Search for the “service” output.
b. Segmentation and Targeting.
c. Gap Analysis between offer and search of the service “output”
d. Channel distribution flows
e. Design of a distribution channel

3. Implementation of a distribution channel
a. Channel power and coordination
b. Channel conflict and Conflict Management
c. Management of multiple channels.

Head Lecturer(s)

Paulo Miguel Marques Gama Gonçalves

Assessment Methods

Assessment
Exam: 40.0%
Written Analysis and Case Discussion: 60.0%

Bibliography

Recomendada:

        Anne T. Coughlan, Erin Anderson, Louis W. Stern, and Adel I. El-Ansary, Marketing Channels, 7th edition (Englewood Cliffs, N.J.:  Prentice-Hall, Inc., 2006)

Complementar:

Bert Rosenbloom, Marketing Channels:  A Management View 7^th edition Southwestern/Thomson  2004