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Lovely Professional University,Punjab

Format For Instruction Plan [for Courses with Lectures and Tutorials ]

Course No. MGT304 Course Title: SALES MANAGEMENT L: 3 T: 1 P: 0 Cr: 4

Course Planner :- 13530 :: Ashwani Panesar

TextBook

1. Sales Management,Still R Richard,Cundiff W Edward,Printice-Hall of India Pvt Ltd,2006

Other Specific Books


2. Sales Force Management,Churchill,Ford,Walker,Tata McGraw Hill,9th Edition
3. Sales and Distribution Management,Havaldar K Krishna,Cavale M Vasant,Tata Mcgraw Hill ,7th Reprint Edition,2009
4. Selling today ,Manning GL & Reece,BL., Pearson Edu.9th edition

Other Readings

Sr. No. Jouranls atricles as compulsary readings (specific articles, Complete reference)

5 Article- Negotiating a Sale Link- http://www.hie.co.uk/HIE-Director-Briefings/SE1NEGSA.pdf

6 Article- Matching Your Selling Style to the Customer's Buying Style Link-
http://www.assessmentbusinesscenter.com/media/articles/article_matching_selling_style.pdf
7 Article- Recruiting Sales People Links- http://www.salesassessment.com/pdfs/Top%2010%20tips%20for%20recruiting%20sales%20people.pdf

8 Davis Godes “Better sales network”, July –August, HBR, 2006

9 Proquest:-Anonymous. “Ordinary People Will Save Your Firm, Not Superman” New York: Aug 2009. Vol. 18, Iss. 11; p. 16

10 Philip Kotler “ Ending the war between sales and Marketing”, July –August, HBR, 2006

11 A comparison of the sales management training practices of smaller and larger organisations, Journal of business and industrial marketing 1996,vol 11,issue
2.pages 37-46
12 Benson P. Shapiro ,Making the Major sale job ,Harvard business Review ,July _august,2006,Page 140-148

13 Thomas A Banorma ,Major sales: Who really does the buying ?Harvard Business Review ,July-August 2006,Pages 172-181

Relevant Websites

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Sr. No. Web adress (only if relevant to the courses) Salient Features

14 http://www.allbusiness.com/sales/selling-techniques-closing-sales/450-1.html Tips for closing the sale

15 http://www.allbusiness.com/sales/1011-1.html Conducting sales Meetings

16 http://www.allbusiness.com/sales/sales -mangement/795-1.html provides information on how the compensation package is designed

17 http://www.wisegeek.com/what-is-a-sales-quota.htm Explains about Sales Quota

18 http://www.eyesonsales.com/content/article/how_to_define_winning_sales_territo Defining Sales Territories


ries_in_5_steps/
19 http://www.chrmglobal.com/article_detail.php?aid=531 Designing Compensation Plan

20 http://churmura.com/business/selling-situations/30493/ Explains about Selling Situations

21 http://proquest.umi.com/pqdweb?index=7&did=1381899841&SrchMode=1&sid=3& How the right compensation plan can supercharge profits by motivating
Fmt=3&VInst=PROD&VType=PQD&RQT=309&VName=PQD&TS=1279272331&cli sales
entId=129893
22 http://proquest.umi.com/pqdweb?did=1815342691&sid=3&Fmt=3&clientId=129893 How to motivate the sales people to get good profits
&RQT=309&VName=PQD
23 http://proquest.umi.com/pqdweb?index=1&did=1602881571&SrchMode=1&sid=1& Need for the training and its impact on the sales
Fmt=3&VInst=PROD&VType=
PQD&RQT=309&VName=PQD&TS=1279272138&clientId=129893

Detailed Plan For Lectures


Pedagogical tool
Chapters/Sections of
Homework to be Demonstration/case
Week No. Lecture No. Topic Textbook/other
Assigned to students study/images/anmation
reference
ctc. planned

Part 1
Week 1 Lecture 1 Sales management :Introduction ->Reference :1,Chapter1/page
1-5
Lecture 2 Evolution of ->Reference 1/case iteam inc Page 25
Sales Management Evolution of information age: :2,Chapter1/Page1-22
Lecture 3 Challenges& opportunities of sales career: Relationship Between Sales ->Reference :4,chapter 1/Page
and Marketing 4-8

Week 2 Lecture 4 Types of Selling ->Reference :4,Chapter HomeWork 1 Allocation


2/Page 29-42
Lecture 5 Formulation of sales Program: Process of buying& selling ->Reference :1,chapter2/Page 1/case/rising action
30-55 Bakery & power flour llc
page 64-65

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Part 1
Week 2 Lecture 6 Formulation of Sales Program: Strategic/Consultative selling Model ->Reference :4,chapter 1/page 4/Case 1/case problem
12-22 page 27

Week 3 Lecture 7 Setting Personnel selling Objectives ->Reference :1,Chapter3/36-57

Lecture 8 Setting Personnel selling Objectives ->Reference :1,Chapter3/36-57 Term Paper 1 Allocation

Lecture 9 Determining Sales Related Marketing Policies ->Reference :1,chapter4/Page HomeWork 1 Piezo
58-76 Submission Technology,Inc,-determin
ing Sales Policies

Week 4 Lecture 10 Formulating Personnel Selling Strategy ->Reference :1,Chapter5/Page HomeWork 2 Allocation
77-94
Part 2
Week 4 Lecture 11 The Effective Sales Executive ->Reference :1,Chapter6/Page Video of the Sales of
170-181 Insurance

Lecture 12 Organizing the sales effort:-Sales organization types and their purpose ->Reference :1,Chapter7/Page
182-204

Week 5 Lecture 13 Sales effort in conformity with the type of ->Reference :4,Chapter8/Page
customer(Individual/Institutional) 171-177
Lecture 14 Personal Characteristics and sales aptitude: Criteria for selecting sales ->Reference :2,Chapter6/Page 2/Case-J.P.Reyonolds
people 194-214 and Page 252-270 Investments/Page 274

Lecture 15 Sales Department Relations ->Reference :1,Chapter HomeWork 2 case/2.11/Morris machine


8/Page 205-222 Submission works

Week 6 Lecture 16 Distributive network Relations ->Reference :1,Chapter9/Page case/2.12/delphie


223-239 corporation/page 281-284

Lecture 17 Personnel Management in selling field ->Reference


:1,Chapter10/Page 288-300
Lecture 18 Recruiting Sales personnel ->Reference :1,chapter 2/3.5/page 460-463
11/301-339

Week 7 Lecture 19 Selecting sales personnel: Process involved,References, Credit ->Reference :2,chapter Quiz 1 2/case 3.6/belton /page
checks/psychological tests 12/322-339 463-465

Lecture 20 Organising and staffing the field force ->Reference :4,chapter


5/pages 5.1-5.28
Lecture 21 Revision of Syllabus

MID-TERM

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Part 3
Week 8 Lecture 22 Planning the sales programme :-Need and the process involved ->Reference :2,chapter
10/page 305-328
Lecture 23 Motivating the sales force HomeWork 3 Allocation

Lecture 24 Motivating the sales force ->Reference VIDEO SALES


:2,chapter7/223-246 EXECUTIVE
MOTIVATION

Week 9 Lecture 25 Executing & Evaluating the Sales Training Programmes:-Objectives & ->Reference 2/3.7/page 466-468
Development of Training Programme :1,chapter10/Page 305-315
Lecture 26 Executing & Evaluating the Sales Training Programmes ->Reference :2,chapter 1/case/Fletcher Ball
10/316-328 Bearings page 331

Lecture 27 Designing a compensation plan for a sales person ->Reference 1/case/Forrest bike world
:2,chapter11/page 334-365 /Page 364-365

Week 10 Lecture 28 Designing a compensation plan for a sales person ->Reference HomeWork 3
:2,chapter11/page 334-365 Submission

Lecture 29 Sales force leadership ->Reference


:4,chapter12/page 365-375
Part 4
Week 10 Lecture 30 Managing the expenses of sales personnel ->Reference :1,chaper17/page 2/3.22/page512-513
398-410

Week 11 Lecture 31 Sales meetings and sales contests ->Reference HomeWork 4 Allocation 2/3.16/page 498-499
:1,chapter18/Page 411-425
Lecture 32 Controlling the sales effort :- sales budget and sales territories ->Reference Term Paper 1 2/case/4.1/midland
:1,chapter20-21/525-554 Submission office/page 588-589

Lecture 33 Controlling the sales effort:- sales quotas, sales control ->Reference 2/4.4/page 594-596
:1,chapter20-21/525-575

Week 12 Lecture 34 Cost analysis ->Reference


:1,chapter13/576-587
Lecture 35 Evaluating and supervising the performance ->Reference 1/case/Massachusetts
:2,chaper13/pages 433-451 Restaurent appliance
/Page 457
Lecture 36 Building the CRM ->Reference :2,chapter3/Page Quiz 2 1/case Transspeech A.G.
66-100 page 99

Week 13 Lecture 37 International sales management ->Reference HomeWork 4


:1,Chapter24/Page 620-630 Submission

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Part 4
Week 13 Lecture 38 Contemporary issues in sales management ->Reference :7,Latest articles
from journals
Lecture 39 Revision of Syllabus

Spill Over
Week 14 Lecture 40 How Right should the ->Reference :9,Article
Customer be?
Lecture 41 Better sales network ->Reference :6,article

Lecture 42 Match your sales force ->Reference :13,Article


structure to your business

Week 15 Lecture 43 Ending the war between ->Reference :15,article


sales and Marketing

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Details of homework and case studies plan
Nature of homework
Homework No. Topic of the Homework (group/individuals/field work

Homework 1 Students are required to understand the various channels of sales which a company adopts to sell Individual
its product to the final customer.
They have to be given one product and one industry and have to find out how company uses
personnel selling to ensure the effectiveness in customer services.

Students are required to analyze each step of selling process and need to identify what should be
done at each step.
Analytical Assignment
Evaluation on the basis of understanding of the Topics.

a) written report-5 marks

b) analysis-10 marks

Homework 2 The objective of the assignment is to develop a suitable sales plan which will help the students Individual
learn different implementation aspects of a sales strategy.

As an integrative, experimentl exercise students need to prepar a comprehensive sales plan for an
existing product ,service or organisation. like life insurance, industrial generator,credit
card,demats,mobile phone,automobile,sapace in newpaper,branded garments,real estate etc.

written report on sales plan -10 marks


analysis of the same-5marks

Homework 3 To enhance the analytical skills of the students by making them understand how route plan for the Individual
sales executives is designed keeping in view the geography and demographic parameters of area
Each student will be given a particular sales data (different for every student)and a geographic
location(any) and they need to cover all the distributors (A,B,C) with the best route plan which
ensures minimum cost and maximum efficiency .They also need to ensure that this route plan
chosen should give distinct advantages to the company in term of territory coverage. Written
report-10 marks Route plan analysis-5 marks Students are required to analyze why the particular
route plan is efficient and reduces the cost and increases the efficiency for the organization
Analytical Assignment Evaluation on the basis of understanding of the Topics. a) written report-5
marks b)right route plan-5 marks. c)Analysis of route plan-5marks

Homework 4 Students are required to design a compensation plan for the various types of organization Individual
structures. Sales executives cover territory as per the preferences of the organization in regards to
the product involved(New or existing) and how the incentives, sales quotas and cost analysis can
help them in covering the territory effectively and efficiently Analytical Assignment Evaluation on
the basis of understanding of the Topics. a) written report-10 marks b) analysis-5 marks

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*Normally all the homeworks shall be submitted online but in special courses where homeworks cannot be submited online , the insructor can edit the mode of submission while
entering the IP Details

Scheme for CA:out of 100*


Component Frequency Out of (If any) Marks for each Total Marks

Homework 3 4 15 45

Quiz 2 15 30

Term Paper 1 25 25

Total :- 100

* In ENG courses wherever the total exceeds 100, consider x best out of y components of CA, as explained in teacher's guide available on the UMS

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List of suggested topics for term paper[at least 15] (Student to spend about 15 hrs on any one specified term paper)
Sr. No. Topic
1 You are a sales manager of a company named Nirma based at Location jalandhar.You are into a division which
is into launching of a new product in bathing soap segment in the territory.Your target is to sell 1 Million
cakes in a year from the date of start of sales operations in the territory .You have been assigned Rs 1 crore
towards meeting the overall expenses of your sales executives which includes salary,allowances, performance
liked allowances,incentives.You have to cover all the components of sales management to ensure that all the
steps starting from recruitment to launching of sales people in the territory is done in a time frame of 4-5 weeks
.Also you have to evaluate their performance after every one month using cost analysis techniques.You will
also assign them sales territories,quotas,budgets etc. so .You have to have minimum of(4-6 executives) and
minimum salary as per company has to be Rs 10,500/-month and daily allowances are Rs 120/day .You have to
design their incentive slabs and also the motivational mix tools.

Use the detailed studies involved in starting from the conceptualization stage to inception stage of the sales
executives .After that you have to ensure that the targets are met on time (using motivational tools mix)You
will also be designing their compensation plan mix .You will be allocating the targets to the executives as per
the potential of territory and you will measure the performance accordingly.
2 You are a sales manager of a companyHUL based at Location Phagwara.You are into a division which is into
Relaunching of old product in new market in bathing soap segment Named Nirma Beauty Plus in the
territory.Your target is to sell 10 lac cakes in a year from the date of start of sales operations in the territory
.You have been assigned (Rs 1 crore )towards meeting the overall expenses of your sales executives which
includes salary,allowances, performance liked allowances,incentives.You have to cover all the components of
sales management to ensure that all the steps starting from recruitment to launching of sales people in the
territory is done in a time frame of 4-5 weeks .Also you have to evaluate their performance after every one
month using cost analysis techniques.You will also assign them sales territories,quotas,budgets etc. so .You
have to have minimum of(4-6 executives) and minimum salary as per company has to be Rs 10,000/-month and
daily allowances are Rs 100/day .You have to design their incentive slabs and also the motivational mix tools.
Use the detailed studies involved in starting from the conceptualization stage to inception stage of the sales
executives .After that you have to ensure that the targets are met on time (using motivational tools mix)You
will also be designing their compensation plan mix .You will be allocating the targets to the executives as per
the potential of territory and you will measure the performance accordingly.

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3 You are a sales manager of a companyProctor and Gamble based at Location Jalandhar.You are into a division
which is into Relaunching of old product segment in the territory.Your target is to sell 1 lac pieces in a year
from the date of start of sales operations in the territory You have been assigned Rs 10 lacs towards meeting
the overall expenses of your sales executives which includes salary,allowances, performance liked
allowances,incentives.You have to cover all the components of sales management to ensure that all the steps
starting from recruitment to launching of sales people in the territory is done in a time frame of 4-5 weeks .Also
you have to evaluate their performance after every one month using cost analysis techniques.You will also
assign them sales territories,quotas,budgets etc. so .You have to have minimum of(4-6 executives) and
minimum salary as per company has to be Rs 9500/-month and daily allowances are Rs 80/day .You have to
design their incentive slabs and also the motivational mix tools. Use the detailed studies involved in starting
from the conceptualization stage to inception stage of the sales executives .After that you have to ensure that
the targets are met on time (using motivational tools mix)You will also be designing their compensation plan
mix .You will be allocating the targets to the executives as per the potential of territory and you will measure
the performance accordingly.
How will you make a chart that will clearly illustrate how many sales calls each person has to do so that the
minimum sales target of the branch can be met within the stipulated time if the sales are not met then what
alternative plan you will make
4 You are a sales manager of a Revlon based at Amritsar.You are into a division which is into launching of a new
product in Nailpolish segment for the economic weaker sections in the territory.Your target is to sell one lac
pieces cakes in 2years from the date of start of sales operations in the territory .You will also witness the major
festivals in the city and people spend huge amount of money on these things provided they get good deals.
You have been assigned Rs 10 crore towards meeting the overall expenses of your sales executives which
includes salary,allowances, performance liked allowances,incentives.
You have to cover all the components of sales management to ensure that all the steps starting from
recruitment to launching of sales people in the territory is done in a time frame of 4-5 weeksAlso you have to
evaluate their performance after every one month using cost analysis techniques.
You will also assign them sales territories,quotas,budgets etc. so .You have to have minimum of(4-6
executives) and minimum salary as per company has to be Rs 13500/-month and daily allowances are Rs 80/day
+ Rs 4 per KM on exstations coverge.
You have to design their incentive slabs and also the motivational mix tools. Use the detailed studies involved
in starting from the conceptualization stage to inception stage of the sales executives .
After that you have to ensure that the targets are met on time (using motivational tools mix)You will also be
designing their compensation plan mix .
You will be allocating the targets to the executives as per the potential of territory and you will measure the
performance accordingly.

how many sales calls each person has to do so that the minimum sales target of the branch can be met within
the stipulated time if the sales are not met then what alternative plan you will make

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5 You are a sales manager of a Keshnikhar Soap Factory at Patiala .You are into a division which is into
launching of a new product Bathing soap segment in the territory.Your target is to sell 5Million pieces cakes
in 2years from the date of start of sales operations in the territory .You will also witness the major festivals in
the city and people spend huge amount of money on these things provided they get good deals.The price of
the cake is Rs 8/-.
You have been assigned Rs 5 crore towards meeting the overall expenses of your sales executives which
includes salary,allowances, performance liked allowances,incentives. You have to cover all the components of
sales management to ensure that all the steps starting from recruitment to launching of sales people in the
territory is done in a time frame of 4-5 weeksAlso you have to evaluate their performance after every one
month using cost analysis techniques. You will also assign them sales territories,quotas,budgets etc. so .You
have to have minimum of(6-8 executives) and minimum salary as per company has to be Rs 13500/-month and
daily allowances are Rs 80/day + Rs 5per KM on exstations coverge.You will also assign them sales
territories,quotas,budgets etc. so .You have to have minimum of(4-6 executives) and minimum salary as per
company has to be Rs 6,500/-month and daily allowances are Rs 90/day .You have to design their incentive
slabs and also the motivational mix tools. Use the detailed studies involved in starting from the
conceptualization stage to inception stage of the sales executives .After that you have to ensure that the
targets are met on time (using motivational tools mix)You will also be designing their compensation plan mix
.You will be allocating the targets to the executives as per the potential of territory and you will measure the
performance accordingly.
6 You are a sales manager of Bata based at Location ludhiana.You are into a division which is into launching of a
new product in slipper segment in the territory.Your target is to sell (1 lac slippers in th first 6 months from the
date of start of sales operations in the territory .You have been assigned Rs 50lacs towards meeting the
overall expenses of your sales executives which includes salary,allowances, performance liked
allowances,incentives.You have to cover all the components of sales management to ensure that all the steps
starting from recruitment to launching of sales people in the territory is done in a time frame of 4-6 weeks .Also
you have to evaluate their performance after every one month using cost analysis techniques.You will also
assign them sales territories,quotas,budgets etc. so .You have to have minimum of(4-6 executives) and
minimum salary as per company has to be Rs7,500/-month and daily allowances are Rs 95/day .You have to
design their incentive slabs and also the motivational mix tools.
How will you make a chart that will clearly illustrate how many sales calls each person has to do so that the
minimum sales target of the branch can be met within the stipulated time if the sales are not met then what
alternative plan you will make

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7 You are a sales manager of a company named Nirma and you are based at ludhiana.your territory includes the
area which is 40 kms in and around the area.You are into a division which is into launching of a new productin
the market in bathing soap segment named Nirma beauty plus. Your target is to sell 1 Million cakes in a year
from the date of start of sales operations in the territory .You have been assigned (Rs 1 crore) towards meeting
the overall expenses of your sales executives which includes salary,allowances, performance liked
allowances,incentives.You have to cover all the components of sales management to ensure that all the steps
starting from recruitment to launching of sales people in the territory is done in a time frame of 4-5 weeks .Also
you have to evaluate their performance after every one month using cost analysis techniques.You will also
assign them sales territories,quotas,budgets etc. so .You have to have minimum of(4-6 executives) and
minimum salary as per company has to be Rs 10,500/-month and daily allowances are Rs 120/day .You have to
design their incentive slabs and also the motivational mix tools. Use the detailed studies involved in starting
from the conceptualization stage to inception stage of the sales executives .After that you have to ensure that
the targets are met on time (using motivational tools mix)You will also be designing their compensation plan
mix .You will be allocating the targets to the executives as per the potential of territory and you will measure
the performance and will also do the cost analysis.
8 You are a sales manager of a company named Godrej based at Location Amritsar. You are into a division which
is into relaunching of a old product in bathing soap segment named Godrej no.1 in the territory. Your target is
to sell 10 Million cakes in a year from the date of start of sales operations in the territory . You have been
assigned Rs 1.5 crore towards meeting the overall expenses of your sales executives which includes salary
,allowances, performance liked allowances, incentives.
You have to cover all the components of sales management to ensure that all the steps starting from
recruitment to launching of sales people in the territory is done in a time frame of 4-6 weeks .Also you have to
evaluate their performance after every one month using cost analysis techniques .You will also assign them
sales territories, quotas ,budgets etc. so .You have to have minimum of(8-10 executives) and minimum salary as
per company has to be Rs 7,500/-month and daily allowances are Rs 125/day .You have to design their
incentive slabs and also the motivational mix tools.
Use the detailed studies involved in starting from the conceptualization stage to inception stage of the sales
executives .Also design the sales process involved in the direct sales to consumers apart from meeting the
distributors and also the communication involved.
After that you have to ensure that the targets are met on time (using motivational tools mix).You will also be
designing their compensation plan mix .You will be allocating the targets to the executives as per the potential
of territory and you will measure the performance accordingly.
You will also do the cost analysis so as to ensure what extra sales or people u require to come to breakeven as
early as possible
Also you need to analyze the performance of your employees also.

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9 You are a sales manager of a company named Euroka Forbes based at Location Chandigarh. You are into a
division which is into launching of a new water purifier in the market which is priced only at Rs 750/- so as to
keep the competitors named Kent at a bay. Your target is to sell 1 lakh pieces in a year from the date of start of
sales operations in the territory .You have been assigned Rs 1.2 crore towards meeting the overall expenses of
your sales executives which includes salary ,allowances, performance liked allowances, incentives.
You have to cover all the components of sales management to ensure that all the steps starting from
recruitment to launching of sales people in the territory is done in a time frame of 4-6 weeks .Also you have to
evaluate their performance after every one month using cost analysis techniques .You will also assign them
sales territories, quotas ,budgets etc. so .You have to have minimum of(8-10 executives) and minimum salary as
per company has to be Rs 8,500/-month and daily allowances are Rs 125/day .You have to design their
incentive slabs and also the motivational mix tools. You need to complete the entire recruitment and the
selection process as per the subject being taught in the class.
Use the detailed studies involved in starting from the conceptualization stage to inception stage of the sales
executives .Also design the sales process involved in the direct sales to consumers apart from meeting the
distributors and also the communication involved.
After that you have to ensure that the targets are met on time (using motivational tools mix).You will also be
designing their compensation plan mix .You will be allocating the targets to the executives as per the potential
of territory and you will measure the performance accordingly.
You will also do the cost analysis so as to ensure what extra sales or people u require to come to breakeven as
early as possible
10 You are a sales manager of a company named JCT fabrics based at Location phagwara. You are into a division
which is into re launching of suiting and shirting clothes for marriages and other functions whose price starts
from a minimum of Rs 2500/- per length. Your target is to sell 1 lakh suit length in a year from the date of start of
sales operations in the territory .the cost of producing the cloth is Rs 1500/- per length. You have been
assigned Rs 1.25 crore towards meeting the overall expenses of your sales executives which includes salary
,allowances, performance liked allowances, incentives.
You have to cover all the components of sales management to ensure that all the steps starting from
recruitment to launching of sales people in the territory is done in a time frame of 4-6 weeks .Also you have to
evaluate their performance after every one month using cost analysis techniques .You will also assign them
sales territories, quotas ,budgets etc. so .You have to have minimum of(3-6 executives) and minimum salary as
per company has to be Rs 7,500/-month and daily allowances are Rs 130/day .You have to design their
incentive slabs and also the motivational mix tools. You need to complete the entire recruitment and the
selection process as per the subject being taught in the class.
Use the detailed studies involved in starting from the conceptualization stage to inception stage of the sales
executives .Also design the sales process involved in the direct sales to consumers apart from meeting the
distributors and also the communication involved.
After that you have to ensure that the targets are met on time (using motivational tools mix).You will also be
designing their compensation plan mix .You will be allocating the targets to the executives as per the potential
of territory and you will measure the performance accordingly.
You will also do the cost analysis so as to ensure what extra sales or people u require to come to breakeven as
early as possible

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11 You are a sales manager of a company named Max New york Life insurance company based at Location
jalandhar.You are into a division which is into launching of a new product in child insurance segment in the
territory.Your target is to sell 1000 policies in a year from the date of start of sales operations in the territory
.the minimum premium of the policy is Rs 10,000 and it is an UlIP policy.You have been assigned Rs 1 crore
towards meeting the overall expenses of your sales executives which includes salary,allowances, performance
liked allowances,incentives.You have to cover all the components of sales management to ensure that all the
steps starting from recruitment to launching of sales people in the territory is done in a time frame of 4-5 weeks
.Also you have to evaluate their performance after every one month using cost analysis techniques.You will
also assign them sales territories,quotas,budgets etc. so .You have to have minimum of(4-6 executives) and
minimum salary as per company has to be Rs 16,500/-month .You have to design their incentive slabs and also
the motivational mix tools. Use the detailed studies involved in starting from the conceptualization stage to
inception stage of the sales executives
you have to ensure that the executives follow the complete communication with the customers only as per the
specimena nd you will design the communication which these executives will have with the customers.
also you will use the cost anaylsis of the same.
12 You are a sales manager with HDFC bank at phagwara Branch..You are into a division which is into selling of
multiple product like life insurance ,mutual funds ,general insurance,credit cards and current accounts.The
parameters are fixed and on selling of every products the points are fixed and each executive needs to to eard
the minimum poits for the justification of salary.You have been given a target of Rs 5 crore. you have been
allocated Rs 50 lacs towards meeting the overall expenses of your sales executives which includes
salary,allowances, performance liked allowances,incentives.You have to cover all the components of sales
management to ensure that all the steps starting from recruitment to launching of sales people in the territory
is done in a time frame of 4-5 weeks .Also you have to evaluate their performance after every one month using
cost analysis techniques.You will also assign them sales territories,quotas,budgets etc. so .You have to have
minimum of(4-6 executives) and minimum salary as per company has to be Rs 6,500/-month and daily
allowances are Rs 120/day .You have to design their incentive slabs and also the motivational mix tools. Use
the detailed studies involved in starting from the conceptualization stage to inception stage of the sales
executives.
Also write in brief about the recruitment and the selection process to be adopted.
Analyse the performance of the executives also.
13 You are a sales manager of a company Godrej at Location jalandhar.You are into a division which is into
relaunching of its electronic range of goods in the territory.Your target is to have the revenue of Rs 10 crores
in a year from the date of start of sales operations in the territory .You have been assigned Rs 1 crore towards
meeting the overall expenses of your sales executives which includes salary,allowances, performance liked
allowances,incentives.You have to cover all the components of sales management to ensure that all the steps
starting from recruitment to launching of sales people in the territory is done in a time frame of 4-5 weeks .Also
you have to evaluate their performance after every one month using cost analysis techniques.You will also
assign them sales territories,quotas,budgets etc. so .You have to have minimum of(4-6 executives) and
minimum salary as per company has to be Rs 12,500/-month and daily allowances are Rs 120/day .You have to
design their incentive slabs and also the motivational mix tools. Use the detailed studies involved in starting
from the conceptualization stage to initiation stage.
All the electronic products are covered in the basket of products.
As an sales manger you wilkl fix the price of the goods but only at par with the market rates of the competitors.
Analyse the whole performance using cost analysis also.

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14 You are a Training manager of a company Godrej Saralee at Location jalandhar.You are into a division which is
into the selling of its consumer products popular brands being HIT etc.You have been assigned 2
responsibilities .
one you have to design the complete training programme for the executives of your territory and secondly you
have to ensure the flow of revenues to the organsiation.

Your target is to have the revenue of Rs 2.5 crores in a year from the date of start of sales operations in the
territory .You have been assigned Rs 10 lacs towards meeting the overall expenses of your sales executives
which includes salary,allowances, performance liked allowances,incentives.You have to cover all the
components of sales management to ensure that all the steps starting from recruitment to launching of sales
people in the territory is done in a time frame of 2-4 weeks .Also you have to evaluate their performance after
every one month using cost analysis techniques.You will also assign them sales territories,quotas,budgets etc.
so .You have to have minimum of(6-8 executives) and minimum salary as per company has to be Rs 8,500/
-month and daily allowances are Rs 110/day.
Also you have to evaluate their performance after every one month using cost analysis techniques. .You have
to design their incentive slabs and also the motivational mix tools. Use the detailed studies involved in starting
from the conceptualization stage to inception stage of the sales executives .After that you have to ensure that
the targets are met on time (using motivational tools mix)You will also be designing their compensation plan
mix .
You will be allocating the targets to the executives as per the potential of territory and you will measure the
performance
15 You are a Zonal Sales manager in a Pharma company named Ranbaxy laboratories at delhi.
You have to design the organisational structure of the people working under you based on the data below .
you will be taking care of delhi,punjab,haryana,Jammu and kashmir and himachal.You will be having a minimum
of 5 area managers and 20 executives.you be allocating the territories to htem geographically and ensure the
cost is minimum in covering the territory a sper the route plan.
You have been assigned Rs 20 lacs towards meeting the overall expenses of your sales executives which
includes salary,allowances, performance liked allowances,incentives.You have to cover all the components of
sales management to ensure that all the steps starting from recruitment to launching of sales people in the
territory is done in a time frame of 4-5 weeks .Also you have to evaluate their performance after every one
month using cost analysis techniques.You will also assign them sales territories,quotas,budgets etc. so .You
have to have minimum of(4-6 executives) and minimum salary as per company has to be Rs 10,500/-month and
daily allowances are Rs 120/day .the salary of area sales manager is Rs 21500/- and a daily allowance .You have
to design their incentive slabs and also the motivational mix tools. Use the detailed studies involved in starting
from the conceptualization stage to inception stage of the sales executives .After that you have to ensure that
the targets are met on time (using motivational tools mix)You will also be designing their compensation plan
mix .
You are having two products named revital and chericoff and the rate lists can be had from the market.
The market for these kind of products is to be identified and proper training is to be given to all the people
before sending them to filed.

Page 14 of 16 Approved for Autumn Session 2010-11


Plan for Tutorial: (Please do not use these time slots for syllabus coverage)

Tutorial No. Topic Type of pedagogical tool(s) planned


(case analysis,problem solving test,role play,business game etc)

Tutorial 1 Scripto Inc. Case analysis


The role of Sales and Marketing in Promoting a New Product

Tutorial 2 United Airflow Inc. Role play


Manufacturer of Household appliance -Salesperson's Job

Tutorial 3 Coggins Granite Inc. Case analysis


Manufacturer of Granite Monuments-Sales and marketing Strategy
in a changing Enviorenment
Tutorial 4 Term Paper Discusssion Term Paper discusssion

Tutorial 5 Donaldson Manufacturing Company Problem solving


Electrical Products Manufacturer- Selecting a top sales Executive

Tutorial 6 Lindsay Sportswear Case analysis


Manufacturer of sportswear-Sales department Reorganisation

Tutorial 7 Bil-Dry ,Grip-on Corporation and subsidiaries Problem solving


Manufacturer of Speciality Building products -Distributor network
relations
After Mid-Term
Tutorial 8 Grady Tire Company Case analysis
Tire manufacturer-Motivating Sales Personnel

Tutorial 9 Hammacher Company Problem solving


Manufacurer -Use of sales incentives

Tutorial 10 Term Paper Review Problem solving,Term paper

Tutorial 11 Christopher candy company Case analysis


Controlling Expenses of sales personnel

Tutorial 12 Driskill Manufacturing company Problem solving


Use of sales Quotas

Tutorial 13 Burton computer Technology Case analysis


Marketing cost anaysis

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Page 16 of 16 Approved for Autumn Session 2010-11

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