Professional Documents
Culture Documents
Format For Instruction Plan [for Courses with Lectures and Tutorials ]
TextBook
Other Readings
Sr. No. Jouranls atricles as compulsary readings (specific articles, Complete reference)
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
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
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
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
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
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
MID-TERM
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
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
Spill Over
Week 14 Lecture 40 How Right should the ->Reference :9,Article
Customer be?
Lecture 41 Better sales network ->Reference :6,article
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.
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.
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
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
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.
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
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.