INSTITUTE of BUSINESS MANAGEMENT

College of Business Management

Department of Marketing

COURSE SPECIFICATION

SALES MANAGEMENT MKT 403

University: Institute of Business Management Faculty:

Course specifications

Program(s) on which the course is given: BBA(H) - MBA

Major or minor elements of Program: BBA(H) – MBA
Department offering the Program: College of Business Management
Department offering the course: Marketing
Academic year/Level: Level 400

A. BASIC INFORMATION
Title: Sales Management Code: MKT 403
Credit hours: 3 Lectures: 2
Tutorial: Practical: 1 Total: 3

B. PROFESSIONAL INFORMATION

COURSE DESCRIPTION

The goal of the Sales Management course is to equip the students with an understanding of
an effective sales process as a key component of the organization's total marketing effort.
This course will unleashthe basics of Sales for a variety of industries with an analysis of
every step of sales process and its effective management with the help of sales force.

The sales management course is designed:

1. For in depth understanding of Sales as a distributionfunction of any business
enterprisewith keen look at relationship between Sales and Marketing.
2. To analyze the different sales &distribution strategiesfor different industries with a
critical look at suitable go-to-market for products depending uponvaried buying
behaviors across B2C and B2B buyers.
3. To understand the step by step process of sales with a concise understanding of:
a. Go to Market: System and Strategies
b. Sales & Operational Planning: Demand and Supply reviews
c. Channel Management: Customer/Shopper segmentation.
d. Shopper and TradeMarketing Management

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 e. Demand Generation: Understanding and analysis of each step of sales call to
increase the effectiveness of sales force.
f. Customer Relationship Management

4. For better understanding of managing sales force. Unleashing various challenges of

recruiting, supervising, compensating and motivating the sales force to effectively
manage the sales process.

OBJECTIVE OF THE COURSE:

The course is designed in a strategic manner into three parts. In the first part, knowledge of
basics of sales is imparted with a view of varied industries to draw comparisons among
various sales processes. In the second part, every step of sales in variety of industries is
discussed, analyzed in the class room and critically evaluated through group projects. In the
third and last part, based on basic understanding of Sales functions, its process, focus is
given to management of sales and sales force.

INTENDED LEARNING OUTCOMES OF COURSE (ILOS): (KNOWLEDGE AND SKILL GOALS)

1. Develop a clear understanding of Sales and Sales Management and impact of sales
on the organization as whole.
2. Develop an in-depth understanding of the tools and techniques used in sales
management today.
3. Understand the basic functions of sales force management as well as theories and
concepts about appropriately managing the sales function to attain firm marketing
objectives.
4. Learn about contemporary ethical concerns related to sales management.
5. Improve problem solving skills via the application of theories and concepts studied
to practical business situations.
6. Build the student’s ability to work in team-based management systems and to
facilitate the team-skills necessary for success in the sales area.

INTELLECTUAL SKILLS:

1. Determine the go-to-market system that is best for your sales goals
2. Design a channel network structure and manage multiple channels
3. Recruit, supervise, compensate, and motivate your sales force
4. Develop a go-to-market strategy that best harnesses data and technology

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PROFESSIONAL AND PRACTICAL SKILLS:
1. Define your target customers and the best methods for selling successfully to those
customers.
2. Translate your corporate strategy into sales strategies, tasks, and processes easily
understood by the sales teams and the rest of the organization.
3. Develop account management and segment management strategies based on
customer profitability.
4. Create an environment that facilitates sales success.
5. Ensure that specific sales recruitment, development, compensation, and
performance management efforts and systems support company strategy.
6. Leverage resources throughout the company to meet sales objectives.
7. Coordinate sales activities across different sales groups and throughout the
enterprise.
8. Establish a flexible approach that enables you to readjust strategies to drive growth
in a changing marketplace.
9. Students will be able to see/understand implementation of sales management
practices by the organizations through their term project.

3. Contents:

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 Topic No. of Lectur Student’s
hours e participation/
discussion
Case Studies/
Videos etc.
1 Introduction to Sales management 1.30 1.00 0.30

Learning Outcomes:
Changing customer needs
Sales management in the 21st Century
Sales and marketing interdependence
What is involved in sales management?
Titles in Sale Management?

Article “Putting Customers In charge”

1 Personal selling & sales management 1.30 1.00 0.30

Learning Outcomes:
What is customer relationship management?
Process of strategy development channel wise
Personal selling’s role in marketing mix with
respect to B2B & B2C

Article “The 7 deadly sins of sales management”

JOHN TREACE

Methodology
 Pre-Class Case Study & Articles Reading
 Discussions/examples
 Sales Video
2 Preliminary Steps in The Selling Process 3.0 2.00 1.00

Learning Outcomes: Video

Call
1. 1-Product Knowledge
planning
2. 2-Prospecting
a. Identifying-Present ,Former, Cold
Calling, Spotters, Directories,
Mailing List, Personal Contacts, Trade
Shows,
QualifyingMoney/Authority/Need
Preparing-Pre-Approach & Call
Planning

Advance Steps in The Selling Process

3. The Approach. ...
4. Probing for Needs. ...
5. The Presentation & Handling Objections.
6. The Closing
7. The Follow-up

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https://study.com/academy/lesson/
what-is-the-sales-process-steps-
example-quiz.html
 4. Teaching and learning methods

Lectures, professional academic illustrative videos, class discussions, home exercises and
quizzes, case studies, presentations and a term project. Case studies have been selected to
develop specific, actionable skills and are notintended to be vehicles for endless discussions
and opinions about overall business generalizations. Therefore they will be very focused on
some specific skills required in practice for creating competitive advantage for the operating
unit. The lectures are designed to reinforce and expand upon, not to substitute for, what
students learn from the assigned readings and study.

1. Student assessment methods

Category Advanced Proficient Basic Minimal

Planning Displays comprehensive Has good knowledge of Knows the systemic Somewhat knows the
understanding of the the conscious, systemic process of making systemic process of
conscious, systemic process of making decisions about sales making decisions about
process of making decisions about goals and goals and activities that sales goals and activities
decisions about goals and activities that an are important for sales that are important for
activities that an individual, group, work management. sales management.
individual, group, work unit, or organization will Understands how Somewhat understands
unit, or organization will pursue in the future and organization will pursue but is unable to show how
pursue in the future and the use of resources in the future and what organization will pursue in
the use of resources needed to attain them. resources needed to the future and what
needed to attain them. attain them. resources are needed to
attain them.

Staffing Displays comprehensive Has good knowledge of Knows the activities Somewhat knows the
understanding of the the activities undertaken undertaken to attract, activities undertaken to
activities undertaken to to attract, develop, and develop, and maintain attract, develop, and
attract, develop, and maintain effective sales effective sales personnel maintain effective sales
maintain effective sales personnel within an within an organization personnel within an
personnel within an organization but is not very clear organization but is not at
organization about steps. all clear about steps.
Training Displays comprehensive Understands the required Somewhat knows the Knows the importance of
understanding of the effort put forth by an required effort put forth training but does not
varying degrees of effort employer to provide the by an employer to understand the required
put forth by an employer salespersons job-related provide the salespersons effort by an employer to
to provide the culture, skills, knowledge, job-related culture, skills, provide the salespersons
salespersons job-related and attitude that results and knowledge. Has not job-related culture, skills,
culture, skills, knowledge, in improved performance clearly understood the and knowledge. Has not
and attitude that results in in the selling role of attitude that established the
improved performance in environment. results in improved relationship between
the selling environment. performance in the attitude and improved
selling environment. performance in the selling
environment yet.

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Leading Shows promise and class Understands the Knows about leadership Does not know or consider
as a team leader through importance of leadership but barely understands the importance of
knowledge of the subject as an ability to influence the benefits associated leadership in attainment of
and attitude towards team others toward the with this ability to objectives.
while embracing diversity. attainment of objectives influence others toward
With considerable ease, is but is unable to display the attainment of
able to influence other the same with objectives.
people toward the considerable ease.
attainment of objectives.

Monitoring Displays comprehensive Has working knowledge Somewhat knows about Does not know or consider
knowledge of systems and of systems and methods monitoring sales monitoring sales
methods of monitoring of monitoring sales personnel’s activities. Has personnel’s activities.
sales personnel’s activities. personnel’s activities. Is some understanding of
Based on the assessment, able to determine the benefits of doing so
is able to determine whether the organization but is unable to convert
whether the organization is on target toward its performance assessment
is on target toward its goals, but is yet to learn into corrective actions.
goals, and makes to makes corrective
corrective actions as actions as necessary.
necessary.

ASSESSMENT & GRADING

Assignment 10% Students have to participate in the class
Group Project 10% Instructions to be given separately
Quizzes 10% 05 Quizzes
Sessional Exams 20% Two Sessional exams @ 10% each
Final Exam 50% End of Semester; Coverage: Complete course
Grade will be assigned based on the score achieved out of 100%.

TEXTBOOK& REFERENCES
1. Selling and Sales Management, 8th Edition by David Jobber and Geoffery Lancaster.
2. Relationship Selling byMarshall and Johnston.
3. Sales Management: Analysis and Decision Making 6th Edition by Thomas N Ingram,
Raymond W. LaForge, Charles H. Schwepker and Michael R Williams

CLASS CONDUCT
Students are expected to maintain 100% attendance and ensure a professional demeanor in
the class. Active participation in class discussion and activities is highly encouraged.
Maximum of 10% absences are allowed from lectures only in case of serious exigencies.
Attendance will be marked in the beginning of the class and habitual late comers will be
marked absent.

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 Assessment … to access Assessment schedule: Weight
methods week: age
1 Quizzes ILO: Knowledge, Skill & 3, 6, 10
Personal 10%
2 Assignments ILO: Knowledge, Skill & 5, 8 10%
Personal
3 1st Mid Term test ILO: Knowledge, Skill & 6 10%
Personal
4 2nd Mid Term test Professional skills 11 10%
5 Term Project Professional and practical 12 to 14 25%
Report skills
6 Final exam Professional skills 16 40%
Total: 100%

8. Facilities required for teaching and learning

 PC with color printer with instructor

 Classroom multimedia with full sound system
 Classroom overhead projector
 Panoramic whiteboard across front class wall
 Access to a corporation for the term research project
 Clock on back and front class wall

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