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Department of Management Studies

Goa University
Course Outline: Sales & Distribution Management (July 2015)

Instructor: Mr. Abhay Mishra

Item

Planned

Implemented

Sessions No. 1

Duration 2 hours

Objective

To refresh the concepts of Segmentation, Targeting


and Positioning of product and understanding the
importance of factors that lead to personal selling

Reading Material

Chapter 10 (Page 278)


Identifying Market Segments and Selecting Target
Markets
Textbook: Marketing Management by Kotler -11 Ed.

Learning
Methodology

Class Room Discussion. Students participation in


class is compulsory

Item

Planned

Session No. 2

Duration : 2 hours

Objective

To refresh the concepts of Marketing learned in the


first year and to appreciate the need for learning
efficient management of a sales force.

Reading Material

Chapter 1 (Page 3)
Introduction to Sales Force Management
Textbook: from Management of Sales Force by Spiro
Chapter 21 (Page 637)
Managing the Sales Force
Textbook: Marketing Management by Kotler -11 Ed.

Learning
Methodology

Case Analysis: Selection of a Sales Manger


Case 1-3 (The Cornell Company)
Page 32
Textbook: Management of Sales Force by Spiro

Implemented

Item

Planned

Implemented

Sessions No. 3

Duration 2 hours

Objective

To develop a competence in strategic sales force


management and in appreciating the parameters
determining the specific model adopted by a company

Reading Material

Chapter 3 (Page 58)


The Personal Selling Process
Textbook: Management of Sales Force by Spiro

Learning
Methodology

Case Analysis:
Case 3-1 (Omnico, INC)
Page 76
Textbook: Management of Sales Force by Spiro

Item

Planned

Session No. 4

Duration 2 hours

Objective

To develop a competence for recruiting a good sales


team

Reading Material

Chapter 4 (Page 83)


Sales Force Organization
Chapter 5 (Page 119)
Profiling and Recruiting Applicants
Chapter 6 (Page 155)
Selecting and Hiring Sales People
Textbook: Management of Sales Force by Spiro

Learning
Methodology

1. Individual Exercise: Visit one or more placement


websites (www.monster.com, www.jobsahead.com,
www.smei.org, www.timesjobs.com) to find several
sales positions in which you think you might be
interested. Choose Three positions which you like to
apply. Name the company describe the job and the
application procedure. Describe why they appealed to
you.
2. Case Analysis:
Case 5-3 (Peerless Generators, INC.)
Page 153
Textbook: Management of Sales Force by Spiro

Implemented

Item

Planned

Implemented

Session No. 5

Duration: 2 hours

Objective

To develop a competency in training required to


maintain a motivated sales team

Reading Material

Chapter 7 (Page 189)


Developing, Delivering, and Reinforcing a Sales
Training Program
Textbook: Management of Sales Force by Spiro

Learning
Methodology

Case Analysis:
Case 7-2 (Imaginative Staffing INC.)
Page 217
Textbook: Management of Sales Force by Spiro

Item

Planned

Session No. 6

Duration: 2 hours

Objective

Motivating a sales team

Reading Material

Chapter 8 (Page 223)


Motivating a sales Force
Textbook: Management of Sales Force by Spiro

Learning Methodology

Case Analysis:
Case 8-2 (Biolab Pharmaceutical Company)
Page 247
Textbook: Management of Sales Force by Spiro

Implemented

Item

Planned

Implemented

Session No. 7

Duration: 2 hours

Objective

To develop a competency in compensating sales


personnel for their sales efforts.

Reading Material

Chapter 9 (Page 251)


Sales Force Compensation
Textbook: Management of Sales Force by Spiro

Learning
Methodology

Case Analysis:
Case 9-2 (World Wide Security & Protection Systems)
Page 279
Textbook: Management of Sales Force by Spiro

Item

Planned

Session No. 8

Duration: 2 hours

Objective

To develop a competency in optimizing sales force


expenses

Reading Material

Chapter 10 (Page 281)


Sales Force Expenses & Transportation
Textbook: Management of Sales Force by Spiro

Learning
Methodology

Case Analysis:
Case 10-2 (Lutz International)
Page 302
Textbook: Management of Sales Force by Spiro

Implemented

Item

Planned

Implemented

Session No. 9

Duration: 2 hours

Objective

To develop a competency in analyzing and preparing


Sales Forecasts, Sales Budgets, Quotas and sales
territories

Reading Material

Chapter 12 (Page 335)


Forecasting Sales & Developing Budgets
Chapter 13 (Page 371)
Sales Territories
Textbook: Management of Sales Force by Spiro

Learning
Methodology

Case Analysis:
Case 12-3 (Aerospace Systems)
Page 369
Textbook: Management of Sales Force by Spiro

Item

Planned

Session No. 10

Duration: 2 hours

Objective

To develop a competency in evaluating Sales


Performance

Reading Material

Chapter 16 (Page 442)


Evaluating Salespersons Performance
Textbook: Management of Sales Force by Spiro

Learning
Methodology

Case Analysis:
Case 16-2 (Seal Rite Envelope Company)
Page 465
Textbook: Management of Sales Force by Spiro

Implemented

Item

Planned

Implemented

Session No. 11

Duration: 2 hours

Objective

To develop a competency in evaluating Sales


Performance and also discuss about the ethical
issues in Sales

Reading Material

Chapter 17 (Page 468)


Ethical & Legal Responsibilities of Sales Mangers
Textbook: Management of Sales Force by Spiro

Learning
Methodology

Case Analysis:
Case 17-3 (Fairfax Filter Fabricators)
Page 487
Textbook: Management of Sales Force by Spiro

Item

Planned

Session No. 12

Duration: 2 hours

Objective

Basic Concepts of Distribution Channels

Reading Material

Chapter 17 (Page 503)


Designing & Managing Value Networks & Marketing
Channels
Textbook: Marketing Management by Kotler -11 Ed.

Learning
Methodology

Case Analysis:
Nikons Sales & Distribution Strategy in India
(Case Material will be shared through email)

Implemented

Item

Planned

Implemented

Session No. 13

Duration: 2 hours

Objective

Types of Retail Outlets with specific focus on


Wholesaling, Retailing and Network Marketing

Reading Material

Chapter 18 (Page 534)


Managing Retailing, Wholesaling & Market Logistics
Textbook: Marketing Management by Kotler -11 Ed.

Learning Methodology

Case Analysis:
Youre the marketer: sonic PDA marketing plan
Page 561 (Answer only 4 questions)
Textbook: Marketing Management by Kotler -11 Ed.

Item

Planned

Session No. 14

Duration: 2 hours

Objective

To assess the learning derived

Reading Material

All that discussed and not discussed in the earlier


sessions on sales management

Learning
Methodology

Project Presentations

Item

Planned

Session No. 15

Duration: 2 hours

Objective

To assess the learning derived

Reading Material

All that discussed and not discussed in the earlier


sessions on sales management

Learning
Methodology

Project Presentations

Implemented

Implemented

Kindly Note:

All assignments should be submitted by each group for every case in the form of power
point presentation
All submissions will be accepted in soft copy only.
Group Number and subject of presentation should be clear in the file name.
All the names of the group members and their roll number should be mentioned
Late submissions will not be accepted.
All submissions should be sent at reachabhay@hotmail.com
(all assignments should be submitted at least 30 minutes before the commencement of each
class)

Reference Books:

Marketing Management by Kotler -11 Ed.

Management of Sales Force by Spiro

S. N.

Parameter

Category

Weightage

Project

Group

30%

Case Analysis

Group

20%

Quiz / Test / Assignment

Individual

30%

Class Participation

Individual

20%
100%

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