Sales & Distribution Management
A superb course for MBA students & all marketing professionals. 6 AWESOME case studies on HUL, BRITANNIA, DABUR & PROCTOR & GAMBLE, etc. Learn about the latest sales & distribution challenges in general trade, modern trade, ecommerce, quick commerce & direct selling. Prepare for placements in Sales & Marketing roles. Recorded videos. Certificate on completion. 20 hours duration.
₹2999.00
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Case - Britannia Route to Market Strategy (Oct 2024)
Driving business growth with a better Route to Market Strategy. Learn how CEO Varun Berry's objective is to rewrite Route-To Market strategy to leverage high-potential outlets, upscale our salesmen's capability, upgrade technology for productivity and increase feet on the street.
Course Intro by Maneesh Konkar IIMB95 ex ITC
Case - Hindustan Unilever Ltd - Driving Premiumization and Retail Engagement in Punjab
As per Rohit Jawa, CEO HUL “we have identified 10 brands at the sweet spot of premiumization. All are premium brands & the market opportunity is sizeable: greater than ₹ 1000 crore with play in large segments. They are also aspirational: ahead of competition on unmissable brand superiority. The 10 brands are Surf Excel, Ponds, Lakme, Vim, Dove, Lux, Pears, Brooke Bond, Horlicks & Kissan”
Sample Case Analysis - Britannia by Maneesh Konkar IIMB95 ex ITC
Sign up for the FREE PREVIEW to read the full case & then look at the analysis.
What our students say..
Case - Dabur - Growing the Juice segment in Maharashtra - Urban & Rural
Dabur’s strategic decision to rationalize distributor inventory has been a double-edged sword. While it’s a long-term move to stabilize the supply chain, it’s impacted our top line this quarter. Sales are down by 5%, and profitability has dipped by 7%. But this was necessary to ensure fresh stocks, prevent market flooding and to ensure our distributors stay profitable.”
Case - Proctor & Gamble - Rethinking Distribution Strategy in India
This has got to be the most radical overhaul of a distribution channel in India. I mean we have been taught to expand expand expand, and here is P&G doing the exact opposite.
Case Analysis by Marketing Experts
All these cases are real life cases based on current challenges that these companies are facing. Through recorded videos in the course, these cases are analyzed by our team of marketing experts who have many years of experience in handling similar challenges.
Narayan Sundararaman
Strategy and Brand Consultant. Experienced business leader. Ex-Mondelēz, Cadbury, Bajaj Auto, ITC. FMS 1994
G K Suresh
22 yrs with ITC Limited. Former VP New Category Development-ITC Foods and member of Divisional Management Committee. FMS 1995
Soniya Mahajani
Founder - Market Vistas. ex Gallup, TNS, Org - Marg. SIBM 1994
How the Case studies will help you in your placements to kickstart your Sales & Marketing Career
Testimonials
Attention - Deans & Marketing Heads of Business Schools & Higher Education Institutes
Get the ALL Marketing Courses Annual Subscription for ALL your Students.
Total 5 courses.
Our courses in 1. Sales & Distribution Management 2. Digital Marketing 3. Interviewing Skills 4 Automobile Bootcamp & 5. Ecommerce Bootcamp.
will complement your MBA education, help you prepare for placements & bring you up to date with key developments happening in top dream companies.
Contact us at maneesh@directiononeonline.com for details.
Attn Deans & Marketing Faculty in B-schools
Superb value proposition for your students & higher education institute
Course Curriculum
1 Subject
Sales & Distribution Strategy
119 Learning Materials
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How to Solve the Case Studies
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Module 1 - Introduction to Sales & Distribution Management - 1.5 hours
Course Launch on Dec 25th 2024
6 Different Sales & Marketing Channel Roles in Industry - 10 mins
Your Career Path in an FMCG Sales and Marketing Company - 22 mins
5 Myths of a Marketing Job & the Reality - 10 mins
Marketing Roles - Shwetank Rewatkar - Head Consumer Insights & Media - Bisleri - 43 mins
Assignment 1 - Understanding Marketing Careers
5 Myths of a Marketing Job & the Reality - 12 mins - Hindi
Typical Career Path in a FMCG sales & Marketing Environment - Hindi
Module 2 - Channel Design & Selection - 1.5 hrs
Handout - Elements of an FMCG Distribution Channel
Elements of an FMCG Distribution Channel - 28 mins - Eng
Elements of an FMCG Distribution Channel - 23 mins - Hindi
Assignment - Understanding FMCG in Practice
Handout - Measuring Productivity of an FMCG Distribution Channel
Productivity Measures for an FMCG Distribution Channel - 22 mins English
Measuring Productivity of an FMCG Distribution Channel - 17 mins - Hindi
Worksheet - Measuring Channel Productivity
Practice Assignment 1 - Understanding Channel Productivity
Solution - Practice Assignment 1 - Understanding Channel Productivity
Module 3 - Territory Management - 0.5 hrs
Handout - Understanding Market Potential
Understanding Market Potential - 9.20 mins
Handout - Hiring New Channel Partners
Hiring New Channel partners - 11 mins
Handout - Joint Business Planning with Channel Partners
Joint Business Planning - 4 mins
Handout - Manpower Planning for Managers
Manpower Planning in an FMCG Channel - 11 mins
Handout - Measuring Productivity of a FMCG Channel System
Understanding Numeric & Weighted Distribution - 10 mins
Case - ITC Foods (International Tasty Choices) - 1.5 hrs
Case - ITC Foods (International Tasty Choices)
Case Explanation - ITC Foods - 12.48 mins
Case Explanation - ITC Foods
Case Solution - ITC Foods - 6.20 mins
Case Solution - ITC Foods
Case - Amtrak Auto
Case Study - Britannia - Driving Business Growth with a Better RTM Strategy - 1 hr
Britannia Q2 2024 - Analyst Presentation
Britannia - Q2 2024 - Analyst Conference Call - Transcript
Case Britannia - Driving Business Growth with a Better RTM Strategy
Britannia Case Analysis - Maneesh Konkar - Sales & Digital Marketing Consultant ex ITC
Britannia Analysis - Narayan Sundararaman - Strategy & Brand Consultant ex ITC Mondelez Bajaj Auto
Case Analysis - Britannia - Ravi Sharma - Business Growth Consultant ex ITC ex Amazon
Module 4 - Driving Primary Sales - Managing Distributors for Growth - 0.5 hrs
Handout - Measuring Channel Health - Return on Investment
How to Calculate Distributor ROI - 17.20 mins
Case - Hindustan Double Trigger Ltd - Distributor ROI - 2 hrs
Case - Hindustan Double Trigger - Part A - Distributor ROI
Case Solution - Hindustan Double Trigger Ltd - Part A - 8.55 mins
Case - Hindustan Double Trigger - Part B - Distributor ROI
Case Solution - Distributor ROI - Hindustan Double Trigger Ltd - Part B - 7.18 mins
Case Solution - Hindustan Double Trigger Ltd - ROI
Practice Assignment - ROI
Case Proctor & Gamble - Why P&G's Distribution Model is Unique in India - 1 hr
Case Proctor and Gamble - Rethinking Distribution Strategy
Case Analysis - Proctor & Gamble - Maneesh Konkar - Sales & Digital Marketing Consultant
Module 5 - Driving Secondary Sales - Managing Retailers for Growth - 1 hr
Handout - Planning & Executing a Go To Market Strategy
Planning & Executing a Go To Market Strategy - 34 mins
Workbook - SUCCESS Sales Call
Planning and Executing a Go To Market Strategy - 33 mins - Hindi
Module 6 - Pricing & Trade Marketing - 1 hr
Handout - Pricing Fundamentals and Undercutting
Pricing Fundamentals / Why does undercutting happen in the market - English - 18 mins
Pricing Fundamentals / Why does undercutting happen in the market? Hindi - 19 mins
Worksheet - Pricing Calculations
Handout - Trade Marketing - Distributor
Trade Marketing - Distributor Incentives - 5 mins
Handout - Trade Marketing - Retail & Wholesale
Trade Marketing - Retail and Wholesale 3 mins
Handout - Trade Marketing - Distributor Salesman Incentives
Trade Marketing - Distributor Salesman Incentives - 6 mins
Module 7 - Driving Offtake - Demand Creation & Merchandising - 0.5 hrs
Handout - Creating Demand in the Market
Creating Demand in the Market - 6 mins - English
Creating Demand in the Market - Hindi - 6 mins
Handout - Principles of Merchandising
Principles of Merchandising - English - 6 mins
Principles of Merchandising - Hindi - 8 mins
Case Study - HUL - Driving Premiumization and Retail Engagement in Punjab - 2 hrs
HUL Q2 FY 2024-25 Results Presentation
HUL Q2 FY 2024-25 Investor Call Transcript
HUL - Q2 2025 Financial Results
Case HUL - Driving Premiumization and Retail Engagement in Punjab
Case Analysis - Hindustan Unilevel Ltd - Maneesh Konkar - Sales & Digital Marketing Consultant
Module 9 - Managing Sales Team Performance - 0.5 hrs
Role of a Zonal Training manager - English
Role of a Zonal Training Manager - Hindi
Module 10 - Driving Modern Trade & Quick Commerce - 1 hr
Growing Modern Trade - 3 Critical Roles - 17 mins
How Blinkit and DMart are Changing FMCG Sales and Marketing Skill sets -10 mins
How Quick Commerce is DESTROYING General Trade & Ecommerce - 13 mins
Case Study - Dabur 1.5 hrs
Dabur Q2 FY 24-25 Investor Presentation
Dabur Q2 FY 24-25 Conference Transcript
Dabur Q2 FY 24-25 Results Update
Case Dabur - Growing the Juice Segment in Maharashtra - Urban & Rural
Case Analysis - Dabur - Maneesh Konkar - Sales & Digital Marketing Consultant 12 mins
Module 12 - Implementation of a Distribution Strategy & Review - 0.5 hrs
Best Practices for Frontline Sales People
Best Practices in Channel Management - English - 4 mins
Best Practices in Channel Management - Hindi - 5 mins
Handout - 6 Steps to an Awesome GTM Strategy
6 Steps to an Awesome GTM Strategy - 2 mins English
6 Steps to an Awesome GTM Strategy - Hindi - 3 mins
Assignment 2 - What went wrong here?
Role of a Star FMCG Channel Manager
Role of a Star FMCG Channel Manager - 5.55 mins
Strategic Challenges in Channel Management
Strategic Challenges in Channel Management - 7.38 mins
Case Study - Asian Paints - Navigating Competitive Turbulence in the Decorative Business - 2 hrs
Asian Paints Q2 2024 - Financial Results
Asian Paints - Q2 2024 - Investor Presentation
Asian Paints Q2 2024 - Conference Call Transcript
Case - Asian Paints - Navigating Competitive Turbulence in the Decorative Business
Asian paints Case Analysis - By Narayan Sundararaman - Strategy and Brand Consultant.
Case Analysis - Asian Paints - Maneesh Konkar - Digital Marketer
Career Preparation - Building your Bio Data - 90 day plan - 9 mins
How to Build your Profile / CV for an FMCG Sales & Marketing Role - 9 mins
Project 1 - Measuring Distribution Effectiveness
Project 2 - Measuring Merchandising Effectiveness
Project 3 - Modern Trade Redefined
Handout - Highlighting your Projects in the Resume
How to Prepare for a Sales & Marketing Career in ITC - 10.05 mins
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Course Instructor
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Maneesh Konkar
46 Courses • 25872 Students
I run Direction One Consulting from Mumbai, India. We do 3 things: 1. Sales, negotiations & Digital Marketing Training. 2. 1 on 1 Coaching & online courses in Sales & Marketing. 3. Create scorm compliant elearning modules for L&D teams in corporates. Am a BE from VIT, Pune (1991) & a PGDM from IIM Bangalore 1995. Corporate Trainer with Amazon, Tata Motors, Bajaj, ICICI, Legrand & more.
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Best Offer for MBA Marketing Students - All 5 Marketing Courses Annual Subscription Rs 4999
Total 5 courses worth approx Rs 11,000. Yours for just Rs 4999 - 54% discount. YOU SAVE Rs 6000.
Our courses in
1. Sales & Distribution Management 2. Digital Marketing 3. Interviewing Skills 4 Automobile Bootcamp & 5. Ecommerce Bootcamp.
will complement your MBA education, help you prepare for placements & bring you up to date with key developments happening in top dream companies.
Sales & Distribution Management
A superb course for MBA students & all marketing professionals. 6 AWESOME case studies on HUL, BRITANNIA, DABUR & PROCTOR & GAMBLE, etc. Learn about the latest sales & distribution challenges in general trade, modern trade, ecommerce, quick commerce & direct selling. Prepare for placements in Sales & Marketing roles. Recorded videos. Certificate on completion. 20 hours duration.
₹2999.00
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