College of Business Management

Sales Management
COURSE OUTLINE (Fall 2014)
Course Code: MKT 403
Instructor: Malic Mansoor Kabani
Total Credit hours: 45
Duration: 15 sessions (weekend courses)

Course

1. Overall aims of course

This course has been designed in such a strategic manner which could ensure learning in both
areas, the theoretical concepts in broad spectrum and its practical applications. It will
communicate insight of the dynamic real world of sales management. Moreover, the concepts
and practices in the course will provide students with a proven body of sales management
knowledge which can be used to cope with dynamic environment of selling.

2. Intended learning outcomes of course (ILOs)

This course will help the students:
1. To learn and understand the basic and essential principles and concepts of personal
selling and sales management in the global marketplace.
2. To increase awareness and knowledge of the role that sales plays within the companys
dynamic micro/macro environments.
3. To provide a foundation for further in-depth study of sales as a career.
4. To enlighten the students perspective of how technology is changing the way sales is
conducted cross-culturally and around the globe

3. Course Contents:

Session
s
1

Chapters
Introduction
Management

to

Sales Important
functions/process
of
sales Management
What is the nature of personal
Personal Selling And Sales selling and changes about business
Management
shift to customer orientation?
Understand the dimensions of
sales professionalism.
Careers in Professional Selling
Importance
advantages
and
and Sales Management
disadvantages of selling profession

Preliminary And Advanced

Steps in The Selling Process
Territory Development And
Time Management
Sales Management Planning

Sales Forecasting

Sales Budgeting

7
8

MID TERM
Organization of The Sales Force

Sales Force Recruiting and

selection
S ales Training And
Development

10

Learning Objectives

Understanding eight steps process

of effective selling
Understanding the nature and
scope of territory management
Understanding the physiological
and psychological bases of human
perception and the controlling
principles
Understanding the importance of
sales
forecasting
to
the
firms/companies
What is meant by sales budgeting
how
it
is
used
by
sales
management
MID TERM
Understanding the major tasks of
the sales organization
To understand the major steps in
the sales force staffing process
The importance of sales training
and difference between formal and
informal sales training.
What are the basic concepts of
sales leadership?

11

Sales Leadership And

Supervision

12

Sales Incentives

To understand that sales incentives

should be based on individual
needs and wants of sales
personnel

13

Sales Compensation And

Understanding of the major trends

impacting sales compensation

14
15

Sales Evaluation
Term Project Presentations
Final Exams

Principles of evaluation
Term Project Presentations
Final Exams

4. Teaching and learning methods

Classes consist of lectures, videotapes, exercises, cases, and discussions. Probing
questions, comments, and daily class contributions are encouraged. This is an interactive
course. Lectures are designed to reinforce and supplement the text.
All lectures will be supported with power point presentations, discussions
Project. All students will participate in a semester group project that consists of interviewing
a practicing sales manager. Students may choose who they want in their groups. Keep in
mind that all students must participate, contribute, and cooperate in their groups. It is
your responsibility to manage your own groups including any discords that arise. However,
all teams will evaluate their own team members upon completion of the project. These
evaluations could lower the grade of individual team members by as much as one letter
grade.
Participation is expected during the semester and there will be a participation grade.
Inappropriate talking or disturbance during class will lower your participation grade.
CLASS POLICIES:
Attendance is required. Remember that the syllabus is subject to change and that the
Professor reserves the right to announce necessary changes as required. Students are
responsible for knowledge of such changes. Class participation is a requirement for this
course. Erratic and poor attendance will seriously reduce your attendance grade or be a
cause for withdrawal from this course. Leaving early without prior permission is
inconsiderate and is counted as an absence for the class session.. Also remember that
coming to class late is disruptive and shows poor time management on your part.
Cell phone must be either powered off or remain on silent mod during class lectures.
making/receiving calls, reading/writing messages are not allowed in the class room

Grading Policy:
Grade
A+
A
AB+
B
BC+
C
CD
F

Marks
96 100
91 95
87 90
84 86
79 83
74 78
68 73
65 67
62 64
60 61
< 60

Grade Points
4.00
3.89
3.78
3.67
3.33
3.00
2.75
2.67
2.50
1.75
0.00

5. Student assessment methods

Final Exam
Hourly-1
Hourly-2
Term Project / Role Plays
Total

40 %
20%
20%
20%
100

6. Recommended Book:
Essential Reading:
Sales Management (Second Edition) By Eugene M. Johnson
Periodicals, Websites,.etc

www.bnet.com | www.avidian.com | www.salesandmarketing.com |

www.7salessecrets.com | http://karachi.olx.com.pk/sales-management-iid-7764873