Programme

PGP-FABM

Term

V

Academic Year

2021-22

Course title

Sales and Distribution Management in Agriculture

Area

Centre for Management in Agriculture

Credits

1.00

Instructor(s)

Prof. P. Venugopal (VF)

Course Description & Objectives

Objective: The objective of the course is to provide a customer centric approach to the sales and distribution function for the Food and Agri-Business sector.  The customer centric approach helps in integrating advertising, sales force and channel members by building non-conflicting and non overlapping routes to fulfill the needs of the end consumer.  The course would be structured to develop frameworks for sales and distribution decisions keeping the customers as the primary focus. The cases and examples would be drawn specific to food and agri-business sector.