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Distribution Management

  • Teacher(s):   T.Eckardt  
  • Course given in: English
  • ECTS Credits: 6 credits
  • Schedule: Spring Semester 2019-2020, 4.0h. course (weekly average)
  •  sessions
  • 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

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

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



The course will highlight in an interactive way:

  • All components and aspects of modern distribution systems and solutions
  • The relevant processes and concepts to develop modern distribution channels
  • Key activities, roles and stakes of the main actors in the distribution channels
  • Components and success factors of modern sales management
  • Relevant other aspects that are interacting with distribution management

The students will better understand the importance and impact of modern distribution management. Several practical mini-cases and group cases will be analysed and discussed during the course. In groups of typically six students those cases will be elaborated in and during the sessions and then presented and debriefed in the classroom.

A highlight of the course is the presence of an Executive Manager (often a HEC-Lausanne alumni) who will be our external guest speaker (your presence is mandatory during that day). She/he will share professional distribution experiences with the students and answer and discuss practical distribution questions.


The 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


Session organisation and timing

We will come together at 8.15h (c.t.) and will start sharp at 8.30h. Please be in time.

Each Monday morning 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.


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

Email contacts

  • Professor:
  • Assitant: NN
  • Admin:


Intellectual curiosity, a profound understanding of Marketing and a particular interest in Distribution are more than welcome.


First attempt

Without exam (cf. terms)  
SUMMER 2020, due to coronavirus

You can obtain 6 credits by taking this course.A preliminary inscription for the group case until latest the 24th of February 2020 at 12.00h in groups of 6 students (exceptions have to be validated) is mandatory. The final course grad is composed by the following components:

  • Personal essay (written on-line exam) : 40%
  • Group cases and presentations: a total of 60%
Due by May 2020


Written 1h00 hours
Not allowed
Not allowed

In case of the need of a retake (overall result below 4.0), the students will retake the Personal Essay (written exam) and keep the grad from their group works.

Only if the partial grade of the group work is as well below 4.0, the groups have the right for a second attempt for their group work. In that case, the group of students can improve the group work they have submitted; the second attempt would take place right after the semester.

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