(Format of Session Plan 13 Weeks Schedule)

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St. Francis Institute of Management and Research

Mt. Poinsur, Borivli (W), Mumbai 400 103.

THREE YEAR PART-TIME PROGRAMME

Course Batch

: MFM / MMM : 2010 - 2013

First Year : Semester - I Subject : SALES MANAGEMENT

Teaching Day / Time:

Faculty : Dr. / Prof. Aparna Kanchan

Prepared by : Prof. Aparna Kanchan

Approved by : ___________________ Dr. Thomas Mathew Director

a)

Course Content & Session Plan

Sr. No. 1 2 Content Sales Organization and its evolution job and role of Sales Management in Organizations The selling functions the importance of systems selling in contemporary environment, selling of services as opposed to selling of tangible products selling process Sales Management Planning- Sales Management Information SystemsSales Management Planning- Forecasting Class Group Case Study Sales budgeting and planning for quotas Manpower Planning for the sales organization and Development of sales organization Recruitment and selection and training and development of Sales Personnel. 8 9 10 11 12 13 14 15 Time and Territory Management Sales incentives and sales compensation. Sales force performance evaluation and control 1 1 1 Sessions 2 2

4 5 6 7

1 1 1 1

b)

Course Objective
There are two primary purposes for the Sales Management course: To gain a solid understanding of professional B2B sales including its planning and staffing, structure, and evaluation To understand how to manage and motivate a professional B2B sales force from the perspectives of a sales manager (authority) and a marketing manager (influence)

c) Course Evaluation Scheme

Participation of the Students Group Case Study conducted in class Mid- Term Examination Class Project Sem End Examination

d) Pedagogy (Please Tick) Lectures Numerical Problems Case studies Assignments and Projects Group Discussion Class Practice Sessions Class Room Interaction & Exercise Presentations Class Test Analysis of Various Research Papers in Research Journals

e) Evaluation Criteria End - Term Examination Mid - Term Examination Presentations / Projects Total

(Please Tick)
: : : : 60 Marks 30 Marks 10 Marks 100 Marks 60 Marks 40 Marks 100 Marks

f) Text Book 1. and 2. 3. 4. 5. Sales 6. 7. 8. analysis 9. 10. 11. 12. management: decisions, strategies, and cases Prentice-Hall International, New Jersey, USA. 4. Thomas N. Ingram, Raymond W. LaForge (1989), Sales management: and decision making, The Dryden Press, New York, USA
Sales Management, Decisions, Strategies and Cases, Richard R.Still et al,

Tyagi C.L., Arun kumar (2004), Sales Management, Atlantic Publishers Distributors, New Delhi, India. 2. Charles Futrell. (1998), Sales Management: Teamwork, Leadership, and Technology (6th Ed.), The Dryden Press, Florida, USA. 3. Richard R. Still, Edward W. Cundiff, Norman A. P. Govoni (1998),

Prentice Hall of India

Sales Management, Analysis and Decision Making, Ingram LeForge, Harcourt

g) Reference Books
Rethinking the Sales Force, Neil Rackham and John DeVincentis, McGraw Hill Selling: The Profession, David Lill, DM Bass Compensating the Sales Force, David Cichelli, McGraw Hill Sales Management, Robert Calvin, McGraw Hill The New Solution Selling, Keith Eades, McGraw Hill Its Not Rocket Science, Mitchell Gooz, IMI Relationship Selling, Jim Cathcart, Perigee Selling is a Team Sport, Eric Baron, Prima

h) Learning Outcome:
The goal of the Sales Management course is to examine the elements of an effective sales force as a key component of the organization's total marketing effort. The course will extend students understanding of marketing's reach and potential impact in achieving its overarching goals. Students understanding of the sales process will be reinforced, so also the relationship between sales and marketing, sales force structure, customer relationship management (CRM), use of technology to improve sales force effectiveness, and issues in recruiting, selecting, training, motivating, compensating and retaining salespeople.