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Distribution Management

  • Teacher(s):   T.Eckardt  
  • Course given in: English
  • ECTS Credits: 6 credits
  • Schedule: Spring Semester 2018-2019, 4.0h. course (weekly average)
  •  séances
  • site web du cours course website
  • Related programmes:
    Master of Science (MSc) in Management, Orientation Marketing

    Master of Science (MSc) in Management, Orientation Business Analytics

    Maîtrise universitaire ès Sciences en management, Orientation Behaviour, Economics and Evolution

    Master of Science (MSc) in Management, Orientation Strategy, Organization and Leadership



The course will highlight in an interactive way:

  • All components and aspects of modern distribution systems
  • All relevant processes and concepts to develop distribution channels
  • All activities (roles and stakes) of the key actors in the distribution channel
  • All success factors of modern sales management
  • All other aspects that interact directly with distribution management

The students will better understand the importance and impact of modern distribution management. Several practical mini-cases as well as a group case study will be analysed and discussed during each session. This work will prepare the students to elaborate in groups of six students a specific case study that will be elaborated during a month and presented and debriefed in the classroom.

Each course an external Executive Manager (often a HEC-Lausanne alumni) is invited to be our guest speaker, in order to share her or his professional distribution experiences with the students and to answer and discuss recent practical distribution questions.


The course will be structured in five main parts with related sub-chapters in the following way:

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

Session organisation and timing

We will come together at 8.15h (c.t.) and will start sharp at 8.30h. Each session contains 3 sequences of 60 minutes each, with a first break at 9.30h and a second break at 10.45h (both of 15 minutes/each). We will finish at 12.00h.

Be aware that 2 sessions are moved to Wednesday in another room (see below):

1 Monday 18.02.19 Internef room 129

2 Monday 25.02.19 Internef room 129

3 Monday 05.03.19 Internef room 129

4 Monday 11.03.19 Internef room 129

5 Monday 18.03.19 Internef room 129

6 Monday 25.03.19 Internef room 129

7 Monday 01.04.19 Internef room 129

8 Monday 08.04.19 Internef room 129

9 Monday 15.04.19 Internef room 129

10 Monday 29.04.19 Internef room 129

11 Monday 06.05.19 Internef room 129

12 Monday 13.05.19 Internef room 129

13 Monday 20.05.19 Internef room 129

14 Monday 27.05.19 Internef room 129

Students will find for each session the relevant documentation on the course Moodle page, as well as further course documentation and all student announcements.


Students will find for each session the relevant documentation on the course Moodle page (the link will be announced in the first session), as well as further course documentation and all other relevant student announcements.

A list with recommended literature will be presented in the first session; additional readings will be distributed during further sessions or through the course Moodle page during the semester.

Email contacts:

  • Prof.:
  • Assitante: NN


A profound interest for and understanding of Marketing science is more than welcome.


First attempt

Written 1h00 hours
Not allowed
Not allowed

You can obtain 6 credits by taking this course. A preliminary inscription -until the 25th of February 2019 (12.00h) latest- for the group case (in groups of 6 students) is mandatory. The final grad is composed by the following components:

  • The written one hour (« closed book ») exam: 40%
  • Group cases and presentations: a total of 60%


Written 1h00 hours
Not allowed
Not allowed

In case of the exam retake, the students will keep the grad from their case studies.

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