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Course Outline
Trimester 3, 2009
Lecturer: Ashna A Chandra
Email: ashna_c@fit.ac.fj
Room: BC05
Ext: 338
COURSE OVERVIEW
This programme brings together an understanding of sales force investment and its
appropriateness in terms of quantum, structure and capability. This further helps to understand
the sales force management process. It helps to assess motivation levels of sales personnel and
describe how one can drive extraordinary performance. The course demonstrates how a sales
force can better capitalize on new technologies and avoid falling victim to technology-based
threats. The course further shows how to encourage the sales force to generate profitable sales
and build long term customer relationships without adding excessive complexity to the process.
Finally it helps one to learn the steps and phases involved in managing the sales force and gain
sufficient knowledge to be able to coordinate sales management processes.
COURSE OBJECTIVES
To develop students’ knowledge and skills in developing Sales Management concepts and how
to apply them to solve business problems. This course has been designed for students who would
like to start a career in Sales Management.
COURSE CONTENT
1
1.4 Discuss the competencies of successful sales managers.
2
8.4 Understand the use of line, staff and outside trainers.
8.5 Recognize the value of alternative training methods and media.
8.6 Describe the different methods for evaluating training results.
Week 9: Leadership
9.1 Explain what is meant by leadership.
9.2 Understand how leaders manage change.
9.3 Determine the appropriate leadership styles for a particular situation.
9.4 Discuss what is involved in planning and conducting a sales meeting.
9.5 Recognize common people’s problems.
ASSESSMENT:
SHORT TEST 10%
PROJECT REPORT (GROUP) 15%
MID SEMESTER EXAMINATION 20%
TUTORIAL EXERCISES & TUTORIAL PARTICIPATION 5%
FINAL EXAMINATION 50%
TOTAL 100%
TEACHING METHOD
Lectures
3
The class follows lecture/discussion format. Students are required to read the assigned chapters
and reading material before they attend the class. Students are once again reminded that the
lectures are the richest form of information sharing and hence attendance is important.
Tutorials
The tutorial focuses on developing students’ knowledge on the various theories and concepts
discussed in lectures. In essence, the discussions in tutorials relate these theories to real life
practices. All students are required to do the allocated readings and participate during case study
discussions and seminar presentations. You are required to attend at least 12 tutorial sessions.
Marks will be deducted from your continuous assessment should you fail to do this. Please check
the timetable for the exact tutorial schedule.
PRESCRIBED TEXT
Dalrymple J. Douglas, Cron L. William and DeCarlo E. Thomas, (2004), Sales Management,
Eighth Edition,
REFERENCES:
Lovelock, Christopher and Jochen Wirtz, Services Marketing, 6th Edition, Prentice Hall
Hoffman, Douglas and John Bateson (2006), Services Marketing: Concepts, Strategies &
Cases, Third Edition, Cengage.
PLAGIARISM
Plagiarism is the use of another person’s work or idea as if it is your own. The other person may
be the author, critic, lecturer or another student. When it is desirable or necessary to use other
people’s material, make sure appropriate references and attribution are acknowledged. Do not
pretend the ideas are your own. Be sure not to plagiarize unintentionally.
GOOD LUCK