LOGISTICS AND SALES PROMOTION
SYLLABUS
UNIT I
Introduction to Logistics -significance of Logistics - Logistics to supply chain Management -Information Technology and supply chain management - Logistics and supply chain management: Leveraging mathematical and analytical models -
Logistics infrastructure in India and its implication for supply chain management - Plant location - Distribution network design - Distribution channel section.
UNIT II
Marketing Strategy, Logistics and customer service - Allocation models - forecasting methods - depot location and distribution -network design - framework for inventory and transportation cost - transport mode choice - routing decisions - order processing
- inventory and ware housing decisions - inventory models - lean logistics .- Managing variety and mass customisation - Reverse supply chain - forward supply chain - source management in supply chain.
UNIT III
Crafting and Executing strategy: What is strategy and why is it important - Relationship between company's strategy and Business model - managerial process of crafting and executing strategy - five generic competitive strategies: Low - cost
provider strategies - Differentiation in strategies - Best cost provider strategies - Focused cormarketniche
UNIT IV
Other important strategy choices: Strategic alliances and collaborative partnership ;merger and acquisition - Strategies, - vertical integration strategies - outsourcing -
offensive strategies competitive advantage - defensive strategies for protection . Choosing appropriate functional area - strategies - pillars of professionalism - the art and skills of selling - Autonomy of a sale: Negotiation - prospecting and net
working
UNIT V
Sales and Distribution strategy - personal selling - sales organisation, sales display and sales promotion - sales forecasting , Quotas and territory management - Sales Budgeting and control - role and function of intermediaries - selection and motivation
of intermediaries - selling and the seven pillars of professionalism - The art and skills of selling - anatomy of sale: Negotiation - prospecting and networking - selling encounters: winning kind - completing the sale: Magic moments - field of sales
force management - Strategic sales force management - Directing sales force - Sales planning evaluating sales performance.