MKTE306 – Distribution channel and sales force management

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

1

5.5

1, 2, 6, 7

2

Chapter 2: Members in the distribution channel

2

1

1

5.5

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

11.5

1, 2, 6, 7

12-13-14

Chapter 11: Implement the sales program

6

3

4

17

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 

22.5 

82.5

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

+ For essay questions: the maximum points for each question are 5 points, specifically:

Understand the issue: 1 point

Solving the issue: 1 point

Analyze the issue: 1 point

Giving example: 1 point

Expression: 1 point

Total: 5 points/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 anwers to 2 essay questions: 4 points

+ For multiple-choice questions: 

Correct answers to multiple choice questions:  6 points

Total: 10 points

1, 4,5,7

60%

Tổng

100%