Distribution & Sales Management

Recommended Prerequisites

Not applicable.

Teaching Methods

The principal methodologies used in this curricular unit are: Learning by examples (demonstration of the programmatic contents with the presentation of actual cases); Problem- based learning (encouraging students to practice the application of Lean tools in real situations or scenarios created for this purpose); Learning by debate (after viewing a video or reading text discuss their content).

Learning Outcomes

1 - It is intended to analyse the structures of distribution channels and their impact on business.

2 - The course will aim to prepare students to take decisions and define correct strategies in the distribution variable.

3 - t is intended that students are able to choose strategies that allow them to create a sustainable competitive advantage in a universe where the distribution channels are constantly changing and where their consolidation and growth of business power are increasing.

4 - To recognise the potential aspects that create conflict in distribution channels.

Work Placement(s)

No

Syllabus

1 -Introduction to Distribution channels.

a. Changes in the distribution channels. Trends.

b. The importance of "P" distribution as a factor of competitive advantage.

c. Typology of distribution channels.

 

2. Distribution channels planning. Segmentation, positioning, targeting and channel design.

a. Service "Output" demand.

b. Segmentation and Targeting.

c. Gap Analysis between Demand and Supply of the Service "Output".

d. Distribution Channel Flows.

e. Design of a Distribution channel

 

3. Implementation of a distribution channel plan.

a. Power of channels and their coordination.

b. Channel Conflict and Conflict Management.

c. Multichannel management.

Head Lecturer(s)

Susana Maria Palavra Garrido

Assessment Methods

Assessment
Resolution Problems: 40.0%
Exam: 60.0%

Bibliography

Gielens, K. and Gijsbrechts, E. (2018) Handbook of Research on Retailing, Eduard Elgar.

Berman, B., Evans, J., and Chatterjee, P. (2018) Retail Management: A Strategic Approach, 13th Edition (Global Edition). Pearson.

Sharif Shaalan (2020) Salesforce: A step-by-step guide to creating, managing, and automating sales and marketing processes, Packt Publishing Ltd.