To equip managers in understanding the rights and obligations of each party in a distribution channel for sale and supply of goods and services towards optimally organising the relationship

To create capacities to better organise sale of goods through stipulations on quality of goods, inspection, transportation, transfer of ownership, and risk and insurance, timely delivery and modality of payment

To understand and limit the liability for the action of business associates like distributors, call centres, agents and franchisees

To explore the application of product liability on manufacturers and service providers

To appraise regulations on all forms of advertisements and product promotion through sponsorships, gifts, games and lotteries

To explore the rights of the consumers and consumer forums and the remedies which can be awarded by the consumer courts

For:

Senior and middle level sales and marketing managers from companies engaged in FMCG, consumer durables and industrial goods

Senior and middle level sales and marketing managers from companies engaged in provision of services like banking, telecommunication, insurance, transportation, entertainment and information technology

Senior and middle level executives in business processing centres

Senior and middle level managers in Sales and Distribution in Marketing Companies

Regional/Branch Heads of Marketing Companies

Senior and middle level managers in Retail Companies

Heads of business units of small and medium enterprises

Executives of advertising agencies and broadcast companies

Contents: Sales and marketing often involves a large number of domestic and international parties including manufacturers, service providers, wholesalers, retailers, transporters, banks, insurance companies, marketing agencies, business process centres, advertising agencies and broadcasters. In a competitive environment, the parties co-operate with one another and at the same time, protect their interests and insist on the rights arising from regulations governing the contracts. For effectively managing sales and marketing in a rapidly globalising context, it has become essential to comprehensively understand the rights and obligations which arise from contracts including the effect of misrepresentation; quality of goods and services; liability to third parties; carriage, delivery and risks; consequences of delay in delivery and performance; damages and compensation; and liability for defective goods and services.

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