PES INSTITUTE OF TECHNOLOGY – BANGALORE SOUTH CAMPUS
Dept. of MBA
Lesson Plan
Semester – IV
Subject Code
: 14MBAMM407
Subject Title
: Sales Management
Type
: Marketing
Faculty Name
: Haritha S
No of Lecture Hours / Week : 04
Practical Component Hour : 01
Total no of Lectures:
IA Marks:
Credits:
Exam Hours:
Exam Marks:
Ratio of theory to problems:
Pre-Requisite:
Course Objectives:
1. To provide an understanding of concepts, techniques and approaches in Sales Management.
2. To emphasize on the problems and dilemmas faced by Sales Managers
3.To develop skills for generating, evaluating and selecting sales strategies.
56
50
4
03
100
100 :0
Course Outcomes:
1. Know the distinction between skills required for selling and sales management.
2. Develop a plan for organizing, staffing and training the sales force.
3. Organize sales territories to maximize selling effectiveness.
4. Evaluate Sales Management Strategies.
I
1
Course Outline:
Introduction to
sales management: Meaning,
Evaluation
Pedagogical
Tools
Presentation
/Practical
Component
Assignments
/ additional
work
Lecture
Case Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test I
# Case Presentation
Course Objective: To introduce
students to sales management and
make them aware of the basic
concepts
2
Course Outcome: Students will be
able
to
understand
the
fundamentals of sales Management.
Course
Outline:
Importance,
Personal Selling
Course Objective: To introduce
students to sales management and
Cumulative
Coverage
Contents
Student
Learning
Evaluation
Technique
Module No
Session No.
Table - 1
Session Plan
18%
“
“
“
“
make them aware of the basic
concepts
3
4
5
Course Outcome: Students will be
able
to
understand
the
fundamentals of sales Management
Course Outline: Emerging trends
in sales Management.
Course Objective: To introduce
students to sales management and
make them aware of the basic
concepts
“
“
“
“
Course Outcome: Students will be
able to understand the
fundamentals
of
sales
Management
Course Outline: Elementary study
of sales organizations
Course Objective: To introduce
students to sales management and
make them aware of the basic
concepts
“
“
“
“
“
“
“
“
Course Outcome: Students will be
able to understand the
fundamentals
of
sales
Management
Course Outline: Qualities and
responsibilities of Sales Managers
Course Objective: To introduce
students to sales management and
make them aware of the basic
concepts
Course Outcome: Students will be
able to understand the
fundamentals of sales
6-8
Management
Course Outline: Types of Sales
Organization.
Course Objective: To introduce
students to sales management and
make them aware of the basic
concepts
Problem Solving
Case Discussion
Refer the
Table 2
Refer the
Table 3
Pedagogical
Tools
Presentation
/Practical
Component
Assignments
/ additional
work
# Class Discussion
# Test I
II
9
10
11
Course Outline: Selling Skills and
Selling Strategies
Course
Objective:
To
equip
students with various skills and
strategies involved in selling
Course Outcome: To develop
skills for generating, evaluating and
selecting sales strategies.
Course
Outline:
Selling
and
Business Styles
Course
Objective:
To
equip
students with various skills and
strategies involved in selling
Course Outcome: To develop
skills
for
generating,
evaluating
and
selecting
sales strategies.
Course Outline: Selling Skills
Situations
Course
Objective:
To
equip
students with various skills and
Case Discussion
and Lecture.
Practical
Component
Refer the
Table 2
Cumulative
Coverage
Student
Learning
Evaluation
Technique
Session No.
Module No
Course Outcome: Students will be
able to understand the
fundamentals of sales
Refer the
Table 2
36%
Lecture
Problem solving
Case Discussion
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test I
# Case Presentation
12
13
14
15-16
strategies involved in selling
Course Outcome: To develop
skills for generating, evaluating and
selecting sales strategies.
Course Outline: Selling Process
Course
Objective:
To
equip
students with various skills and
strategies involved in selling
Course Outcome: To develop
skills for generating, evaluating and
selecting sales strategies.
Course
Outline:
Sales
Presentations
Course Objective: To equip
students with various skills and
strategies involved in selling
Course Outcome: To develop
skills for generating, evaluating and
selecting sales strategies.
Course
Outline:
Handling
Customer Objections.
Course Objective: To equip
students with various skills and
strategies involved in selling
Course Outcome: To develop
skills for generating, evaluating and
selecting sales strategies.
Course Outline: Follow up Action
Course
Objective:
To
equip
students with various skills and
strategies involved in selling
Course Outcome: To develop
skills for generating, evaluating and
selecting sales strategies.
Lecture
Problem solving
Case Discussion
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test I
# Case Presentation
Lecture
Problem solving
Case Discussion
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test I
# Case Presentation
Lecture
Problem solving
Case Discussion
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test I
# Case Presentation
Lecture
Case Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test I
# Case Presentation
17
18
Course Outline: Management of
sales Territory and Sales Quota.
Course Objective: To understand
the importance and management of
Sales Territories
Course Outcome: To organize
sales territories to maximize selling
effectiveness.
Course Outline:
Sales territory,
meaning, size.
Course Objective: To understand
the importance and management of
Sales Territories
Course Outcome: To organize
sales territories to maximize selling
effectiveness.
19
Course Outline:
Sales territory,
meaning, size.
Course Objective: To understand
the importance and management of
Sales Territories
Course Outcome: To organize
sales territories to maximize selling
effectiveness.
20
Course Outline:
Designing Sales
Quota.
Course Objective: To understand
the importance and management of
Sales Territories
Course Outcome: To organize
Pedagogical
Tools
Presentation
/Practical
Component
Assignments
/ additional
work
Lecture
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test II
# Case Presentation
Lecture
Problem solving
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test II
# Case Presentation
Cumulative
Coverage
Student
Learning
Evaluation
Technique
Session No.
Module No
III
Contents
50%
Lecture
Problem solving
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test II
# Case Presentation
Lecture
Problem solving
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test II
# Case Presentation
sales territories to maximize selling
effectiveness.
21
Course Outline:
Procedure for
Sales Quota
Course Objective: To understand
the importance and management of
Sales Territories
Course Outcome: To organize
sales territories to maximize selling
effectiveness.
22
Course Outline:
Types of sales
quota
Course Objective: To understand
the importance and management of
Sales Territories
Course Outcome: To organize
sales territories to maximize selling
effectiveness.
23
Course
Outline:
Methods of
setting Quota
Course Objective: To understand
the importance and management of
Sales Territories
Course Outcome: To organize
sales territories to maximize selling
effectiveness.
24
Course
Outline:
Recruitment
and selection of sales force,
Training of sales force
Course Objective: To understand
the importance and management of
Sales Territories
Course Outcome: To develop a
plan for organizing, staffing and
training the sales force.
Lecture
Problem solving
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test II
# Case Presentation
25
Course
Outline:
Sales force
motivation and compensation
Course Objective: To understand
the importance of motivating the
sales force and selecting the optimum
compensatory method
Course Outcome: Students will
realize the importance of sales force
motivation
26
Course
Outline:
Nature
motivation, Importance
of
Course Objective: To understand
the importance of motivating the
sales force and selecting the optimum
compensatory method
Course Outcome: Students will
realize the importance of sales force
motivation
27
Course
Outline:
Process
factors in the motivation
and
Course Objective: To understand
the importance of motivating the
sales force and selecting the optimum
compensatory method
Course Outcome: Students will
realize the importance of sales force
motivation
28
Course Outline: Compensation
Course Objective: To understand
the importance of motivating the
Pedagogical
Tools
Presentation
/Practical
Component
Assignments
/ additional
work
Lecture
Problem solving
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test II
# Case Presentation
Lecture
Problem solving
Cases Discussion
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test II
# Case Presentation
Cumulative
Coverage
Student
Learning
Evaluation
Technique
Session No.
Module No
IV
Contents
64%
Lecture
Problem solving
Cases Discussion
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test II
# Case Presentation
Lecture
Problem solving
Cases Discussion
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test II
# Case Presentation
sales force and selecting the optimum
compensatory method
Course Outcome: Students will
realize the importance of sales force
motivation
29
Course Outline: Compensation
Course Objective: To understand
the importance of motivating the
sales force and selecting the optimum
compensatory method
Course Outcome: Students will
realize the importance of sales force
motivation
Lecture
Problem solving
Cases Discussion
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test II
# Case Presentation
30
Course
Lecture
Problem solving
Cases Discussion
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test II
# Case Presentation
Lecture
Problem solving
Cases Discussion
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test II
# Case Presentation
Outline:
Types
of
Compensation Plans
Course Objective: To understand
the importance of motivating the
sales force and selecting the optimum
compensatory method
Course Outcome: Students will
realize the importance of sales force
motivation
31
Course
Outline:
Evaluation of
sales force by performance and
appraisal process.
Course Objective: To understand
the importance of motivating the
sales force and selecting the optimum
compensatory method
Course Outcome: Students will
realize the importance of sales force
motivation
Course
Outline:
Sales
management job , standard sales
management Process
Presentation
/Practical
Component
Assignments
/ additional
work
Lecture
Problem solving
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test III
# Case Presentation
Course Objective: To understand
the nuances involved in sales
management job
Course Outcome: Students will be
able to clearly understand the
processes and roles involved in sales
Management
33
Course
Outline:
International
sales management
Course Objective: To understand
the nuances involved in sales
management job
Course Outcome: Students will be
able to clearly understand the
processes and roles involved in sales
Management
34
Course
Outline:
International
Market selection and Market
survey approach
Course Objective: To understand
the nuances involved in sales
management job
Course Outcome: Students will be
able to clearly understand the
processes and roles involved in sales
Cumulative
Coverage
Pedagogical
Tools
Student
Learning
Evaluation
Technique
Module No
Session No.
32
Contents
78%
Lecture
Problem solving
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test III
# Case Presentation
Lecture
Problem solving
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test III
# Case Presentation
VI
35
Course Outline:
Sales Manager
and Sales Person
Course Objective: To understand
the nuances involved in sales
management job
Course Outcome: Students will be
able to clearly understand the
processes and roles involved in sales
Management
36
Course Outline:
Function of sales
manager
Course Objective: To understand
the nuances involved in sales
management job
Course Outcome: Students will be
able to clearly understand the
processes and roles involved in sales
Management
37
Course Outline:
Function of sales
people
Course Objective: To understand
the nuances involved in sales
management job
Course Outcome: Students will be
able to clearly understand the
processes and roles involved in sales
Management
Pedagogical
Tools
Presentation
/Practical
Component
Assignments
/ additional
work
Lecture
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
Cumulative
Coverage
Contents
Student
Learning
Evaluation
Technique
Session No.
Module No
Management
# Class Discussion
# Test I
# Case Presentation
88%
Lecture
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test I
# Case Presentation
Lecture
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test I
# Case Presentation
38
Course
Outline:
Time
management for sales manager
and sales person.
Lecture
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test III
# Case Presentation
Course Objective: To understand
the nuances involved in sales
management job
Course Outcome: Students will be
able to clearly understand the
processes and roles involved in sales
Management
39-40
Course Outline:
Selling on the
internet.
41-45
Course Objective: To understand
the nuances involved in sales
management job
Course Outcome: Students will be
able to clearly understand the
processes and roles involved in sales
Management
Case Discussion
46-50
Case Discussion
50-56
Student Presentation
Syllabus Review
100%
Lecture
Cases Discussion
Video
Refer the
Table 2
Refer the
Table 3
# Class Discussion
# Test III
# Case Presentation
Lecture
Refer the
Refer the
# Class Discussion
Cases Discussion
Table 2
Table 3
# Test III
Video
# Case Presentation
Lecture
Refer the
Refer the
# Class Discussion
Cases Discussion
Table 2
Table 3
# Test III
Video
# Case Presentation
Lecture
Refer the
Refer the
# Class Discussion
Cases Discussion
Table 2
Table 3
# Test III
Video
# Case Presentation
A complete revision through the presentation by the students based on the
presentation topics
Table – 2
Practical Component
S.No.
Mod. No.
Presentation Topics
1-10
I to II
Student can taken up a product and get details about the actual
cost of raw material, wages and other cost and prepare a cost
statement.
Standard cost of each component has to be
obtained and the variance can be calculated to find the
efficiency of purchase, operations and production in charge.
11-30
III to IV
31 - 50
V to VI
51 - 56
VII
Table – 3
Assignments & Additional Work
S.No.
Mod. No.
1 to 30
I to VI
Assignment Topic
Assignment – 1:
Each student will be given one question each from
Question Bank from the following manner (One 2 marks
question, One 6 marks question and One 8 marks
question) from module 1 to 2.
Assignment – 2:
Each student will be given one question each from
Question Bank from the following manner (One 2 marks
question, One 6 marks question and One 8 marks
question) from module 3 to 4.
Assignment – 3:
Each student will be given one question each from
Question Bank from the following manner (One 2 marks
question, One 6 marks question and One 8 marks
question) from module 5 to 6.
Two Surprise Quizzes will be conducted during this
period.
Question Bank contents will be divided as an assignment topics to the students
Table – 4
Case Study Topics
S.No.
Mod. No.
Particulars
1 - 30
I – VI
1
”
Case study will be given to the students for
presentation based on previous year question papers problems
Question Paper, VTU, June / July 2015
2
”
Question Paper, VTU, December 2011, 12, 13, 14
3
”
Question Paper, VTU, June / July 2011, 12, 13, 14
4
”
Question Paper, VTU, December 2010
5
”
Question Paper, VTU, July 2010
6
”
Question Paper, VTU, December 2009
7
”
Question Paper, VTU, July 2009
8
”
Question Paper, VTU, December 2008
9
”
Question Paper, VTU, July 2007
10
”
Question Paper, VTU, December 2006 / January 2007
11
”
Question Paper, VTU, July 2006
12
”
Question Paper, VTU, December 2005 / January 2006
13
”
Question Paper, VTU, January / February 2005
14
”
Question Paper, VTU, June / July 2004
15
”
Question Paper, VTU, January / February 2004
16
”
Question Paper, VTU, June / July 2003
17
”
Question Paper, VTU, January / February 2003
18
”
Question Paper, VTU, July / August 2002
19
”
Question Paper, VTU, February 2002
20
”
Question Paper, VTU, August / September 2000
Table – 5
References & Additional Readings
S.No.
Mod. No.
1
I – VII
2
”
3
”
4
Particulars
Sales Management by Charles, Futrell, 6/e, Thomson South Western, 2003.
Sales & Distribution Management, TapanK.Panda& Sunil Sahadev, 6/e,
OxfordUniversity Press.
Sales & Distribution Management, A. Nag, McGraw Hill, 2013
Managing of Sales Force by Spiro Stanton Rich, 11/e, TMH, 2003.
5
”
”
6
”
7
”
Sales & Retail Management, an Indian perspective by Dr.S.L Gupta, 1/e, Excel
Books,2007.
Salesmanship and Sales Management-P.K Sahu& K C Raut, 3/e, Vikas
PublishingHouse3.
Sales Management-Douglas J Dalrymple, William L Crowe-John Wiley & Co.
8
”
Sales & Distribution Management- Text and Cases, 2nd Ed, McGraw Hill.
Table – 6
IA Pattern
Test Marks
10
Practical / Presentations
5
Assignments / Seminars
5

For Internal Evaluation T1 marks and the best out of remaining two will be considered.

1st Test is mandatory.
QUESTION BANK
3 Marks Questions:
1) What do you mean by sales?
2) Explain the meaning of debit & credit card.
3) Explain the meaning of customer objections.
4) Mention the types of Sales organizations.
5) What do you mean by personal selling?
6) Who is a Sales manager?
7) What is a Sales territory?
8) Explain the meaning of internet selling
9) What is sales management.
10)
11)
12)
13)
What do you mean by Sales Quota?
What do you mean by compensation?
What is an appraisal?
Explain the meaning of credit card
7& 10 Marks Questions:
1)
What are the expected qualities & responsibilities of a sales manager?
2)
What are the various selling styles?
3)
Explain the selling process.
4)
What are the types of sales quota?
5)
Explain the process of recruitment of sales force.
6)
Describe the types of compensation plans
7)
Explain the appraisal methods
8)
Explain the market survey approach
9)
What are the functions of a sales manager?
10) Why is time management important for sales managers & sales person?
11) What are the advantages & disadvantages of payment by card?
12) Explain the biometric method.
13) Describe the growth of internet trading in India.
14) What are the different types of sales organizations?