Distribution Management
- Enseignant(s): T.Eckardt
- Titre en français: Management de la distribution
- Cours donné en: anglais
- Crédits ECTS: 6 crédits
- Horaire: Semestre de printemps 2020-2021, 4.0h. de cours (moyenne hebdomadaire)
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séances
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site web du cours
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Formations concernées:
Maîtrise universitaire ès Sciences en management, Orientation marketing
Maîtrise universitaire ès Sciences en management, Orientation business analytics
Maîtrise universitaire ès Sciences en management, Orientation stratégie, organisation et leadership
Maîtrise universitaire ès Sciences en management, Orientation comportement, économie et évolution -
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ObjectifsThe course will highlight in an interactive way:
The students will understand the importance and impact of modern distribution management. Several practical mini-cases and group cases will be analysed and discussed during the course. Those cases will be prepared in groups of typically six students and presented and debriefed in the sessions. Former students said the a highlight of the course is the speech of an Executive Manager (if possible a HEC-Lausanne alumni) who will be our external guest speaker (Students' presence is mandatory during that day). She/he will share professional her/his distribution experiences with the students and answer and discuss practical distribution questions. ContenusThe course is structured in five main parts with related sub-chapters: Part 1: Distribution Channel Systems I. Channel concepts II. Channel participants
Part 2: Developing the Distribution Channel I. Distribution Channel Strategy II. Designing the Channel III. Target Markets IV. Digital Distribution Channels
Part 3: Managing the Distribution Channel I. Motivating the Channel Members II. Product and Channel Management III. Service and Channel Management IV. Pricing and Channel Management V. Promotion and Channel Management VI. The Use of Data in Channel Management
Part 4: Sales Management I. The Art of Selling II. Operational Sales Management III. Sales force Management Part 5: Additional aspects of Distribution Management I. Distribution and Supply Chain Management II. Distribution and Logistics Management
RéférencesSession organisation and timing All will depend on the further COVID-19 situation. Therefor the organisation format may need to be modified during the semester. As per today, we are planning a hybrid approach with pre-recorded sessions and live sessions, either on zoom or on campus (if possible). The live session will start sharp at 8.30h. Please be in time (a come together starting from 8.15h is recommended. Each Monday morning live session contains 3 sequences of 60 minutes, with a first break (of 15 minutes) at 9.30h and a second at 10.45h so that we can finish at 12.00h. We recommend you to reserve your Monday morning time slot as well for the pre-recorded sessions and related exercises. Session planning
Documents Students will find for each session on a specific Moodle course page (link to be announced) the relevant documentation, learning materials as well as further announcements. A list with recommended literature will be shared during the first session; additional readings & learning materials will be distributed during further sessions or through the course Moodle page during the semester. Email contacts Professor: Thilo.Eckardt@unil.ch Admin: saycam.nguyen@unil.ch Pré-requisIntellectual curiosity, a profound understanding of Marketing and a particular interest in Distribution are more than welcome. Evaluation1ère tentative
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