PES INSTITUTE OF TECHNOLOGY – BANGALORE SOUTH CAMPUS

Dept. of MBA

Lesson Plan
Semester – IV

Subject Code : 14MBAMM407 Total no of Lectures:

56
Subject Title : Sales Management IA Marks:
50
Type : Marketing Credits:
4
Faculty Name : Haritha S Exam Hours:
03
No of Lecture Hours / Week : 04 Exam Marks:
100
Practical Component Hour : 01 Ratio of theory to problems:
100 :0
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.

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.

Table - 1
Session Plan
 Session No.
Module No

Cumulative Coverage
Contents Pedagogical Presentation Assignments

Evaluation Technique LearningStudent

Tools /Practical / additional
Component work

I 1 Introduction to
Course Outline: Lecture Refer the Refer the # Class Discussion
Case Discussion Table 2 Table 3 # Test I
sales management: Meaning, Video # Case Presentation
Evaluation
Course Objective: To introduce
students to sales management and 18%
make them aware of the basic
concepts

Course Outcome: Students will be

able to understand the
fundamentals of sales Management.
2 Course Outline: Importance,
Personal Selling
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
3 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
4 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
5 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
Management
6-8 Course Outline: Types of Sales Problem Solving Refer the Refer the # Class Discussion
Organization. Case Discussion Table 2 Table 3 # Test I
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
 Session No.
Module No

Cumulative Coverage
Pedagogical Presentation Assignments

Evaluation Technique LearningStudent

Tools /Practical / additional
Component work

II 9 Course Outline: Selling Skills and Case Discussion Practical Refer the Refer the
Selling Strategies and Lecture. Component Table 2 Table 2
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. 36%
10 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
11 Situations Lecture Refer the Refer the # Class Discussion
Course Objective: To equip Problem solving Table 2 Table 3 # Test I
students with various skills and Case Discussion # Case Presentation
strategies involved in selling
Course Outcome: To develop
skills for generating, evaluating and
selecting sales strategies.
Course Outline: Selling Process
12 Course Objective: To equip Lecture Refer the Refer the # Class Discussion
students with various skills and Problem solving Table 2 Table 3 # Test I
strategies involved in selling Case Discussion # Case Presentation
Course Outcome: To develop
skills for generating, evaluating and
selecting sales strategies.
Course Outline: Sales
13 Presentations Lecture Refer the Refer the # Class Discussion
Course Objective: To equip Problem solving Table 2 Table 3 # Test I
students with various skills and Case Discussion # Case Presentation
strategies involved in selling
Course Outcome: To develop
skills for generating, evaluating and
selecting sales strategies.
Course Outline: Handling
14 Customer Objections. Lecture Refer the Refer the # Class Discussion
Course Objective: To equip Problem solving Table 2 Table 3 # Test I
students with various skills and Case Discussion # Case Presentation
strategies involved in selling
Course Outcome: To develop
skills for generating, evaluating and
selecting sales strategies.
Course Outline: Follow up Action
15-16 Course Objective: To equip Lecture Refer the Refer the # Class Discussion
students with various skills and Case Discussion Table 2 Table 3 # Test I
strategies involved in selling Video # Case Presentation
Course Outcome: To develop
skills for generating, evaluating and
selecting sales strategies.
 Session No.
Module No

Cumulative Coverage
Contents Pedagogical Presentation Assignments

Evaluation Technique LearningStudent

Tools /Practical / additional
Component work

III Course Outline: Management of

17 sales Territory and Sales Quota.
Course Objective: To understand Lecture Refer the Refer the # Class Discussion
the importance and management of Cases Discussion Table 2 Table 3 # Test II
Sales Territories Video # Case Presentation
Course Outcome: To organize
sales territories to maximize selling
effectiveness.
Course Outline: Sales territory,
18 Lecture Refer the Refer the # Class Discussion
meaning, size. Problem solving Table 2 Table 3 # Test II
Course Objective: To understand Cases Discussion # Case Presentation
the importance and management of Video
Sales Territories
Course Outcome: To organize
sales territories to maximize selling 50%
effectiveness.
 Course Outline: Sales territory,
19 Lecture Refer the Refer the # Class Discussion
meaning, size. Problem solving Table 2 Table 3 # Test II
Course Objective: To understand Cases Discussion # Case Presentation
the importance and management of Video
Sales Territories
Course Outcome: To organize
sales territories to maximize selling
effectiveness.
Course Outline: Designing Sales
20 Lecture Refer the Refer the # Class Discussion
Quota. Problem solving Table 2 Table 3 # Test II
Course Objective: To understand Cases Discussion # Case Presentation
the importance and management of Video
Sales Territories
Course Outcome: To organize
sales territories to maximize selling
effectiveness.
Course Outline: Procedure for
21 Lecture Refer the Refer the # Class Discussion
Sales Quota Problem solving Table 2 Table 3 # Test II
Course Objective: To understand Cases Discussion # Case Presentation
the importance and management of Video
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.
Session No.
Module No

Cumulative Coverage
Contents Pedagogical Presentation Assignments

Evaluation Technique LearningStudent

Tools /Practical / additional
Component work
IV 25 Course Outline: Sales force Lecture Refer the Refer the # Class Discussion
Problem solving Table 2 Table 3 # Test II
motivation and compensation Cases Discussion # Case Presentation
Course Objective: To understand Video
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 of Lecture Refer the Refer the # Class Discussion
Problem solving Table 2 Table 3 # Test II
motivation, Importance Cases Discussion # Case Presentation
Course Objective: To understand
the importance of motivating the
sales force and selecting the optimum
64%
compensatory method
Course Outcome: Students will
realize the importance of sales force
motivation
27 Course Outline: Process and Lecture Refer the Refer the # Class Discussion
Problem solving Table 2 Table 3 # Test II
factors in the motivation Cases Discussion # Case Presentation
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 Lecture Refer the Refer the # Class Discussion
Course Objective: To understand Problem solving Table 2 Table 3 # Test II
the importance of motivating the Cases Discussion # 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 Lecture Refer the Refer the # Class Discussion
Course Objective: To understand Problem solving Table 2 Table 3 # Test II
the importance of motivating the Cases Discussion # Case Presentation
sales force and selecting the optimum
compensatory method
Course Outcome: Students will
realize the importance of sales force
motivation
30 Course Outline: Types of Lecture Refer the Refer the # Class Discussion
Problem solving Table 2 Table 3 # Test II
Compensation Plans Cases Discussion # Case Presentation
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 Lecture Refer the Refer the # Class Discussion
Problem solving Table 2 Table 3 # Test II
sales force by performance and Cases Discussion # Case Presentation
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
 Session No.
Module No

Cumulative Coverage
Contents Pedagogical Presentation Assignments

Evaluation Technique LearningStudent

Tools /Practical / additional
Component work

32 Course Outline: Sales Lecture Refer the Refer the # Class Discussion
Problem solving Table 2 Table 3 # Test III
management job , standard sales Cases Discussion # Case Presentation
management Process Video
Course Objective: To understand
the nuances involved in sales
management job
Course Outcome: Students will be 78%
able to clearly understand the
processes and roles involved in sales
Management
33 Course Outline: International Lecture Refer the Refer the # Class Discussion
Problem solving Table 2 Table 3 # Test III
sales management Cases Discussion # Case Presentation
Video
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 International
Outline: Lecture Refer the Refer the # Class Discussion
Problem solving Table 2 Table 3 # Test III
Market selection and Market Cases Discussion # Case Presentation
survey approach Video
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
 Session No.
Module No

Cumulative Coverage
Contents Pedagogical Presentation Assignments

Evaluation Technique LearningStudent

Tools /Practical / additional
Component work

VI 35 Course Outline: Sales Manager Lecture Refer the Refer the # Class Discussion
Cases Discussion Table 2 Table 3 # Test I
and Sales Person Video # Case Presentation
Course Objective: To understand
the nuances involved in sales
management job 88%
Course Outcome: Students will be
able to clearly understand the
processes and roles involved in sales
Management
36 Course Outline: Function of sales Lecture Refer the Refer the # Class Discussion
Cases Discussion Table 2 Table 3 # Test I
manager Video # 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
 37 Course Outline: Function of sales Lecture Refer the Refer the # Class Discussion
Cases Discussion Table 2 Table 3 # Test I
people Video # 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
38 Course Outline:Time Lecture Refer the Refer the # Class Discussion
Cases Discussion Table 2 Table 3 # Test III
management for sales manager Video # Case Presentation
and sales person.
Course Objective: To understand
the nuances involved in sales
management job 100%
Course Outcome: Students will be
able to clearly understand the
processes and roles involved in sales
Management
39-40 Course Outline: Selling on the Lecture Refer the Refer the # Class Discussion
Cases Discussion Table 2 Table 3 # Test III
internet. Video # 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
41-45 Case Discussion Lecture Refer the Refer the # Class Discussion
Cases Discussion Table 2 Table 3 # Test III
Video # Case Presentation
46-50 Case Discussion Lecture Refer the Refer the # Class Discussion
Cases Discussion Table 2 Table 3 # Test III
Video # Case Presentation
50-56 Student Presentation Lecture Refer the Refer the # Class Discussion
Cases Discussion Table 2 Table 3 # Test III
Video # Case Presentation
Syllabus Review A complete revision through the presentation by the students based on the
presentation topics

Table – 2
Practical Component
S.No. Mod. No. Presentation Topics
Student can taken up a product and get details about the actual
cost of raw material, wages and other cost and prepare a cost
1-10 I to II 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. Assignment Topic
1 to 30 I to VI 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.
S.No. Mod. No. Particulars
1 - 30 I – VI Assignment – 3:
Case study will be given to the students for
Each
presentation student
based will be year
on previous given one question
question papers each from
problems
1 ” Question Bank from the following manner
Question Paper, VTU, June / July 2015 (One 2 marks
question, One 6 marks question and One 8 marks
2 ” Question
question)Paper, VTU, December
from module 5 to 6. 2011, 12, 13, 14
3 ” Question Paper, VTU, June / July 2011, 12, 13, 14
4 ” Two Surprise Quizzes
Question Paper,will
VTU,be conducted
December 2010 during this
period.
5
Question ”
Bank contents Question
will be divided as Paper, VTU,
an assignment July 2010
topics to the students
6 ” Question Paper, VTU, December 2009
7 ” Question Paper, VTU, July 2009
8 ” Question Paper, VTU, December 2008
Table – 4 9 ” Question Paper, VTU, July 2007
Case Study 10 ” Question Paper, VTU, December 2006 / January 2007 Topics
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. Particulars
1 I – VII Sales Management by Charles, Futrell, 6/e, Thomson South Western, 2003.
2 ” Sales & Distribution Management, TapanK.Panda& Sunil Sahadev, 6/e,
OxfordUniversity Press.
3 ” Sales & Distribution Management, A. Nag, McGraw Hill, 2013
4 Managing of Sales Force by Spiro Stanton Rich, 11/e, TMH, 2003.
”
5 ” Sales & Retail Management, an Indian perspective by Dr.S.L Gupta, 1/e, Excel
Books,2007.
6 ” Salesmanship and Sales Management-P.K Sahu& K C Raut, 3/e, Vikas
PublishingHouse3.
7 ” 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 Practical / Presentations Assignments / Seminars
10 5 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) What do you mean by Sales Quota?
11) What do you mean by compensation?
 12) What is an appraisal?
13) 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?