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Course title: Distribution channel and sales force management
Course code: MKTE306
Department: Marketing & Communication
Credit hours:: 3
Prerequisite(s): Principles of Marketing (MKTE301)
- COURSE OBJECTIVES
The course aims to provide basic knowledge about distribution channels and sales force
- COURSE CONTENT AND SCHEDULE
|
No. |
Chapter |
Time allocation |
Contribution to CLO |
|||
|
Lecture (1) |
Practice, Seminar (2) |
Essays, exercises, Assignments |
Self-study with teachers’ tutorials |
|||
|
1 |
Chapter 1: Overview of distribution channel management |
2 |
1 |
2.5 |
4 |
1, 2, 6, 7 |
|
2 |
Chapter 2: Members in the distribution channel |
2 |
1 |
2 |
4.5 |
1, 3, 6, 7 |
|
3 |
Chapter 3: The environment and behavior of the distribution channel |
2 |
1 |
2 |
5.5 |
1, 4, 6, 7 |
|
4 |
Chapter 4: Distribution channel strategy |
2 |
1 |
2 |
5.5 |
1, 4, 6, 7 |
|
5 |
Chapter 5: Designing distribution channels |
2 |
1 |
1 |
5.5 |
1, 4, 6, 7 |
|
6 |
Chapter 6: Distribution channel management activities |
2 |
1 |
2 |
5.5 |
1, 5, 6, 7 |
|
7 |
Chapter 7: Using Marketing mix tools in distribution channel management |
2 |
1 |
2 |
5.5 |
1, 2, 6, 7 |
|
8 |
Chapter 8: Evaluation of distribution channel activities |
2 |
1 |
2 |
5.5 |
1, 2, 6, 7 |
|
9 |
Chapter 9: Overview of sales management |
2 |
1 |
2 |
5.5 |
1, 2, 6, 7 |
|
10-11 |
Chapter 10: Building a sales program |
4 |
2 |
2.5 |
11 |
1, 2, 6, 7 |
|
12-13-14 |
Chapter 11: Implement the sales program |
6 |
3 |
4 |
16.5 |
1, 2, 6, 7 |
|
15 |
Chapter 12: Evaluation and monitor of the sales program |
2 |
1 |
1 |
5.5 |
1, 6, 7 |
|
Total (hours) |
30 |
15 |
25 |
80 |
||
*For a compulsory course of the training program, this course shall contain sessions delivered by business experts/ reporters.
- COURSE ASSESSMENT
- Score ladder: 10
- Type of assessment
|
Form |
Content |
Criteria |
CLO |
Proportion |
|
|
Formative |
Attendance |
- Attendance checking: minimum of 5 times |
1,2,3,4 |
10% |
|
|
Midterm Test |
- Exam format: written exam in 45 minutes - Content: issues have been studied - The written exam can be in the form of 20 multiple-choice questions or 02 essay questions (in which, 01 theory-based question and 01 practical question) - Students are not allowed to use any material during the exam. |
- Evaluation criteria: + For multiple-choice questions: students answer exactly 20 multiple-choice questions: 10 points (100%) + For essay questions: the maximum points for each question are 5 points (50%), specifically: Understand the issue: 1 point (10%) Solving the issue: 1 point (10%) Analyze the issue: 1 point (10%) Giving example: 1 point (10%) Expression: 1 point (10%) Total: 5 points (50%)/essay question |
5,6,7,8 |
30% |
|
|
Summative |
Final test |
- Exam format: written exam in 60 minutes - Content: issues have been studied - The written exam consists of 02 parts: + Part 1 contains 40 multiple choice questions covering all chapters + Part 2 consists of 02 essay questions which require the application of knowledge in practice: question 1 covers course knowledge, question 2 is practice-based. - Students are not allowed to use any material during the exam. |
- Evaluation criteria: + For essay questions: Concise answers to 2 essay questions: 4 points (40%) + For multiple-choice questions: Correct answers to multiple choice questions: 6 points (60%) Total: 10 points (100%) |
1, 4,5,7 |
60% |
|
Total |
100% |
||||
* Summative assessment:
(2) Extra credit (or bonus points for study encouragement):
- Given when students actively participate during lectures
- Students give their answers to the lecturer’s questions straight to the point
- 3 times: 1 bonus point (10%) for the mid-term exam, 6 times: 1 bonus point (10%) for the final exam, the total bonus points not exceeding 2 points (20%) for mid-term exam or 1 point (10%) for final exam scores.