PES INSTITUTE OF TECHNOLOGY – BANGALORE SOUTH CAMPUS
Dept. of MBA
Lesson Plan
Semester – III
Subject Code : 12MBAMM314
Subject Title : Sales and Retail Management
Faculty Name : Nagabhushana R
No of Lecture + PPT Hours / Week: 04
Practical Component Hour : 01
Total no of Lecture + PPTs:
IA Marks:
Exam Hours:
Exam Marks:
Table -1
Session Plan
56
50
03
100
Module No
1
Ses
sion
No.
1
1
2
1
3
Contents
Introduction
to sales
management
Meaning of
sales
management
Concept of
personal
Objective
To understand the
importance of sales
management
various
opportunities in
various sectors.
To understand
various dimensions
of sales
management
To understand the
Concept of
Description
Discussion of
important figures
and facts.
Discussion of
various
dimensions with
examples.
Discussion on
various aspects of
Outcome
Presenta
tion
Assign
ments /
additio
nal
work
Student
Learning
Evaluation
Technique
Students should be able to list
out various business
opportunities in the area of
sales keeping in mind changes
in technology, political
environment, and economic
status of various countries.
C
o
v
e
r
a
g
e
1
1
%
Students should be able to list
various dimensions and its
application.
Students should learn specific
skills required in personal
C
u
m
u
l
a
t
i
v
e
Case
study of
Case analysis
ability
selling
1
1
1
4
Sales
Management
Process
personal selling.
To learn the
process of sales
management.
5
Emerging
Trends in
Sales
Management
To understand
various emerging
Trends in Sales
Management.
6
Qualities and
Responsibiliti
es of a sales
manager.
To understand
Qualities and
Responsibilities of
a sales manager.
1
7
1
8
Selling skills
& selling
strategies:
selling and
buying styles.
To understand
various selling and
buying styles.
selling
To comprehend
personal selling,
its advantages,
costs, and other
nuances in
personal selling.
Drawing and
discussion on
various stages in
sales management.
Taking up cases of
evolving and
emerging trends in
sales management
in different
countries/industrie
s/organizations.
selling, etiquettes, presentation
skills, interpersonal skills, and
negotiation skills for effective
and efficient personal selling.
Eureka
Forbes
question
s
Students should be able to draw
various stages of sales
management in specific
industries.
Students should be able to list
various trends in sales
management considering
changes in technology,
environment, organizational
structures, and international
developments like
gloabalization and increased
number of MNCs.
Discussion of few
examples.
Students should be able to list
Qualities and Responsibilities
of a sales manager.
Listing and
discussing
various selling
and buying styles,
its merits and
demerits.
Students should be able to draw
Students should be able
differentiate various selling and
buying styles.
Listing and
Students should be able to
Summary of Module 1
learning
Assignment#1
2
4
%
Group
situations,
selling skills,
selling process
2
2
2
2
various selling
situations, selling
skills, and selling
process.
discussing
various selling
situations, selling
skills, and selling
process in detail.
apply important selling skills
required during various selling
situations.
Students should be able to draw
different sales organization
structures specific to insurance,
healthcare, personal selling,
corporate sales, and industrial
sales.
Sales
organizationFactors
influencing
structure.
To understand the
important factors
influencing sales
organization
structure.
Discussion of
different
organizational
structures in
different
industries.
10
organizational
principle and
design key
account sales
To know
organizational
principle and to
design key account
sales.
Discussion of
organizational
principle and
method of
designing key
account sales.
Students should be able to
design key account sales profile
in specific to B-B sales.
11
Sales process
automation,
emerging
organizational
designs.
To understand the
sales process
automation and
emerging
organizational
designs.
Taking up various
examples of sales
process
automation for
discussion.
Students should be able to list
emerging organizational
designs.
To understand the
concept of sales
territory
management and
sales quota.
Explaining
importance of
sales territory
management and
sales quota.
Students should be able to list
advantages of sales territory
management and sales quota in
specific industries.
9
12
Management
of Sales
Territory &
Sales Quota.
presentati
on 1
Case study questions
Cas
e
ana
lysi
s
abil
ity
Quiz
Group
presentati
2
Case study questions
Cas
e
ana
lysi
s
abil
ity
2
2
3
3
13
Sales territory,
meaning, size,
designing,
sales quota,
procedure for
setting sales
quota.
To understand the
meaning of Sales
territory and size.
Also to know
methods of
designing sales
quota and
procedure for
setting sales quota.
Discussion on
designing sales
quota in FMCG
and telecom
industry.
Students should be able to set
sales quota for insurance,
consumer durables companies
like Uni lever ltd., Samsung,
and LG.
Students should be able to
apply the concepts discussed in
professional life.
14
Review of
Module 1 and
2
To have more
clarity of concepts
in Module 1 and 2.
Discussion of
important of
concepts and quiz.
15
Recruitment
and selection
of sales force:
To learn steps
involved in
recruitment and
selection of sales
force.
Discussion on
recruitment
process of sales
force in FMCG
companies.
Sources of
recruitment of
sales force
To understand
various sources of
sales force
recruitment
available.
Discussing merits
and demerits of
various sources of
sales force
recruitment.
To understand the
concept of training
and its importance.
Discussion on
different types of
training and
training methods.
Students should be able to
apply the concept in real life
scenario.
To learn designing
a sales training
To design a sales
training
Students should be able to
design a training programme
16
3
17
3
18
Training: process, types
of training and
training
methods.
Designing a
sales training
Summary of Module 2
learning
Students should be able to chart
sales force recruitment process
for newly starting company in
Bangalore catering to Textile
garment manufacturers.
Students should be able to
select best sources of sales
force recruitment keeping in
mind changes in technology,
competition, and product under
consideration.
Cla
ss
Par
tici
pati
on
Assignment#2
Group
presentati
on 3
3
8
%
Summary of Module 3
learning +
3
3
4
4
programme
programme.
Case study of
Eureka forbes.
To understand the
training methods
being used in
Eureka forbes.
20
Case study of
HUL.
To understand the
training methods
being used in HUL.
Case study
discussion.
21
Sales force
motivation
To understand the
importance of Sales
force motivation.
Discussion on
need for Sales
force motivation.
Students should be able to list
advantages of Sales force
motivation.
22
Nature of
motivation,
Importance,
Process and
factors in the
motivation
To understand the
process and factors
in the motivation.
Discussion on
Process and
factors in the
motivation.
Students should be able to list
various methods of motivating
sales process.
19
4
23
Compensation:
- Meaning,
Types
compensation
plans.
4
24
Evaluation of
sales force by
To bring out
various types of
compensation plans
being used in
corporate sector
specific to sales
force.
To have clarity
about evaluation
programme for BB sales force
keeping in mind
various challenges
and skills
required.
Case study
discussion.
Discussion on
types of
compensation plans
being used in
corporate sector
specific to sales
force.
Discussing
various
for sales force.
Assignment#3
Students should be able analyze
and interpret the case.
Students should be able analyze
and interpret the case.
Quiz
Group
presentati
on 4
Students should be able to
list types of compensation
plans being used in corporate
sector specific to sales force.
Students should be able to
Group
presentati
5
0
%
performance
and appraisal
process.
3
25
4
26
Review
Session –
Modules 3
Review
Session
Modules 4.
27
Case study of
Sales force
appraisal.
28
Case study of
sales force
empowerment.
29
Question
papers review
30
Question
papers review
of sales force by
performance and
appraisal process.
techniques being
used to evaluate
sales force by
performance and
appraisal
process.
design appraisal format for
sales force.
Review important
topics in Module 3.
Objective test and
discussion.
Students should have clarity
about concepts in module 3.
Review important
topics in Module 4.
Objective test and
discussion.
Students should have clarity
about concepts in module 4.
To understand the
process of Sales
force appraisal.
Case study
discussion.
To understand
innovative
techniques being
used in sales force
empowerment.
To discuss the
important question
from previous
question papers of
VTU.
To discuss the
important question
from previous
question papers of
VTU.
Case study
discussion.
on 5
Group
presentati
on – 6
Group
presentati
on – 7
Students should be able analyze
and interpret the case.
Students should be able analyze
and interpret the case.
Discussion of
answers for the
questions asked.
Students should be able to make
out the importance of
frequently asked questions.
Discussion of
answers for the
questions asked.
Students should be able to make
out the importance of
frequently asked questions.
Summary of Module 4
learning - discussion.
Assignment#4
Quiz
Group
presentati
on - 8
Table – 2
Presentation Topics
Mod No
S.No.
1
2
3
4
5
6
7
8
9
Presentation Topic
Group presentation 1 – Students Choice
Group presentation 2– Students Choice
Group presentation 3– Students Choice
Eurek Forbes – case presentation - 4
Group presentation 5– Students Choice
B-B Selling presentation 6– Students Choice
Group presentation 7– Students Choice
Group presentation 8– Students Choice
Group presentation 9– Students Choice
Table – 3
Assignments & Additional Work
Mod No
1
2
3
4
5
6
Assignment Topics
List of skills required in personal selling
Prepare list of sales stages involved in selling insurance
Prepare a list of types of training suitable for B-B Sales
Design a training programme suitable for sales force in FMCG sector
Bring out innovative techniques of motivation for sales force
Bring out innovative techniques of appraisal for sales force
Table – 4
Case Study Topics
Mod No
S.No
Particulars
Eureka Forbes
Key Account Management
ITC –FMCG Division
Sales force training at HUL
Table – 5
References & Additional Readings
Mod No
1 to 8
1 to 8
1 to 8
1 to 8
1 to 8
1 to 8
1 to 8
S.No.
1
2
3
4
5
6
7
Particulars
Sales & Distribution Management - Tapan K. Panda & Sunil Sahadev, 6/e, Oxford University Press.
Managing of Sales Force - Spiro Stanton Rich
Sales Management: Text and Cases – Ghosh P. K
Sales & Retail Management : An Indian Perspective - S.L. Gupta, 1/e, 2007, Excell books.
Sales Management - Douglas J. Dalrymple, William L Crowe, John Wiley & Co.
Salesmanship and Sales Management - Sahu P. K & Raut K. C, 3/e, Vikas Publishing House.
Sales & Distribution Management: An Indian Perspective – Gupta
Table – 6
(IA Pattern)
Test Marks
60%
Presentations
20%
Assignments
20%