Session Plan

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IES Management College and Research Centre, Mumbai
SESSION PLAN

Program: PGDM (HCPM) Semester/Tem: II
Subject: Distribution Management

Objective: The Course will provide fundamental concepts of distribution management like selection, training, motivation and evaluation of channel members. The Course also includes topics such as resolving conflicts of channel members, distribution analysis & control and managing international channels of distribution. The course also provides an overview of logistics & SCM. The Course uses readings, Lectures, case studies and industry examples.

Faculty Name: Dr. Neeraj Dixit

Contact No. 022-61378353 Email ID:dixitneeraj20012003@yahoo.co.in

Methodology: Theory Sessions using LCD PowerPoint presentations with application of theoretical concepts to real life situations, Discussion of recent Industry examples, analysis of case studies, students encouraged to participate in class with their opinions and experiences and continuous evaluation by way of frequent quizzes, assignments and projects. . After every Theory Lecture of 90 Minutes, the next lecture of 90 Minutes will comprise of case Study Discussion/ Quiz/ Role Plays etc.

Sr.No.Topic DetailsNo. of hour sessions plannedTeaching Methodology (lecture / case/ test /quiz/presentations/ any other)Actual date(s) of taking the topic 1Introduction
2Lecture
2Designing Channel Systems
2Lecture
3Case Study Discussion 2Case Discussion
4Retailing & Wholesaling2Lecture
5Case Study2Case Study Presentation
6Selection of Stockist /Dealer and Distributor / C & FA
2Lecture
7Case Study 2Case Study presentation
8Training and Motivation of Channel Members
2Lecture
9Case Study2Case Study presentation
10Evaluation of Channel Members
2Lecture
11Case Study2Case Study presentation
12Channel Conflicts
2Lecture
13Case Study2Case Study presentation
14Distribution Analysis and...
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