| CODE | MRK3071 | |||||||||
| TITLE | Distribution Management | |||||||||
| UM LEVEL | 03 - Years 2, 3, 4 in Modular Undergraduate Course | |||||||||
| MQF LEVEL | Not Applicable | |||||||||
| ECTS CREDITS | 4 | |||||||||
| DEPARTMENT | Marketing | |||||||||
| DESCRIPTION | The study-unit will be organized around the following topics: - Marketing Channels Systems; - Strategy in Marketing Channels; - Information systems and supply chain management; - Power and Conflict in Marketing Channels; - Wholesale and Retail functions; - Evaluating Channel Member Performance; - Retailing Strategy – market, financial, locations and sites; - Managing merchandise assortments; - Retail pricing; - Retail communication Mix; - Store Layout, Design, and Visual Merchandising; - The Selling Process; - Recruiting and Managing a Sales force. Study-unit Aims: This study-unit introduces the participants to the importance of distribution in any marketing system. The study-unit content is specifically directed to introduce the participants to the world of wholesaling, retailing, retailing strategies, merchandise management, store management and the management of sales force and the selling process. Learning Outcomes: 1. Knowledge & Understanding: By the end of the study-unit the student will be able to: - Recognize the components of a marketing channels system; - Design strategies applicable to marketing channels; - Propose information systems; - Show understanding of the power conflicts in the marketing channels; - Discuss the different functions perform by wholesale merchants and retailers; - Design evaluation programmes for channels members performance; - Organize store layouts; - Discuss the selling process; - Propose a recruitment programme for sales personnel. 2. Skills: By the end of the study-unit the student will be able to: - Design an effective and efficient marketing channels system for particular organizations; - Organize an information system for a particular organization; - Show competence in the design of store layouts; - Plan a recruitment and training programme for sales personnel. Main Text/s and any supplementary readings: - Levy, M. & Weitz, B.A. (2012), Retailing Management 6th Edt. McGraw Hill International For students to apply course material to current issues and promoting critical evaluation and debate, regular review of Retailing and Sales Management Journals and publications is recommended. |
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| STUDY-UNIT TYPE | Lecture | |||||||||
| METHOD OF ASSESSMENT |
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| LECTURER/S | Elaine Marie Grech |
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The University makes every effort to ensure that the published Courses Plans, Programmes of Study and Study-Unit information are complete and up-to-date at the time of publication. The University reserves the right to make changes in case errors are detected after publication.
The availability of optional units may be subject to timetabling constraints. Units not attracting a sufficient number of registrations may be withdrawn without notice. It should be noted that all the information in the description above applies to study-units available during the academic year 2023/4. It may be subject to change in subsequent years. |
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