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 2021-2022, 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 comportement, économie et évolution
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 -
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ObjectifsThe course will highlight in an interactive way:
The students will understand the importance and impact of modern distribution management. We will analyse several practical mini-cases and group cases and discussed during the sessions. Cases will be prepared individually and/or in groups of typically six students, then presented and debriefed in the sessions. Former students said one of the highlights of the course was our external guest speaker delivered by an Executive Manager, if possible a HEC-Lausanne alumni (Students' presence is mandatory during that day). She/he will share professional distribution experiences and insights with the students and answer and discuss practical 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. Types of 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. Salesforce Management Part 5: Additional aspects of Distribution Management I. Distribution and Supply Chain Management II. Distribution and Logistics Management
RéférencesSession organisation and timing The organisation format may need to be modified during the semester, depending on the further COVID-19 situation. As per today we are planning a hybrid approach with campus sessions, a few zoom and/or pre-recorded sessions and student group work sessions. Please be in time on Monday morning (a come together starting from 8.15h is welcome) because we will start live session sharp at 8.30h. Each 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 the relevant documents, learning materials as well as further announcements on our specific Moodle course page (see below). 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-requisBeing open minded and a curiosity and profound understanding of Marketing and a particular interest in Distribution are more than welcome. Evaluation1ère tentative
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