Course Plan 2024-25

SUBJECT CODE: 21GC09 TITLE: SALES AND MARKET DEVELOPMENT

SEMESTER: III BATCH: MBA 2023-25 FACULTY: DR.P.NALINI

COURSE OBJECTIVE
This course helps the students to develop critical skills for generating, evaluating, and selecting sales strategies. This course
covers the concepts, attitudes, techniques, and approaches required for effective decision-making in the areas of Sales and
Marketing.
COURSE OUTCOME & MEASURING TOOLS
CO DESCRIPTION OF OUTCOME TOOLS FOR MEASURE A* TOOL S FOR MEASURE B*
CO 1 Demonstrate a clear understanding of major sales concepts Concept Test, Presentation
in writing and orally using proper business communication
techniques.
CO2 Develop in-depth knowledge of best practices adopted in Assignment
tender evaluation, solution design, and content creation to
deliver winning proposals
CO 3 Gain key competencies in leading the sales team to Fieldwork
effectively manage key customer portfolios and seek new Mid-term Exam, Final
opportunities Exam
CO4 Organize sales territories to maximize selling effectiveness Presentations
CO 5 Evaluate sales and sales management strategies in Field study
relation to current legal and ethical standards of
practice.

CO6
*A FORMATIVE: MCQS, SHORT-ANSWER TESTS, MINI-ASSIGNMENTS, PRESENTATIONS, CASE DISCUSSIONS, FIELD-WORK, ACTIVITY-BASED. *
B =SUMMATIVE: MID-TERM EXAM, FINAL EXAM
SESSION PLAN
UNIT Session Topic/s Covered
Context setting and Integration of Marketing learning to sales course
1 1
Evolution of Sales Management
1 2 Nature and Types of Personal Selling, the market development process for developing sales,
1 3 Identify target market, sectors & niches
Emerging trends in sales Management - Selling Process - Theories of selling - AIDAS - SPIN- Buyer Seller
1 4
Dyad
2 5 Understanding Pre-sales process - prospecting - Qualifying - Lead generation -
2 6 Role of Market research in customer acquisition - Customer solutions - Pre-Sales Requirement Engineering
2 7 Business Analysis- Bid management - Proposal and solution development - RFI, RFP, RFQ
3 8 Sales Organization structure - Recruitment and selection of sales personnel
3 9 Job Analysis - Sales Training - Motivating Sales Personnel
3 10 Sales Compensation Plan
3 11 Sales contests
3 12 Sales presentations - Sales pitch - Negotiations skills - Closing the sale
4 13 Sales forecasting approaches - Forecasting methods - Sales Budget -
4 14 Sales Territory - Territory design - Control unit - Managing Territorial coverage - Territorial Sales potential
4 15 Goal setting process -Administration of Sales Quotas - Information technology role in sales
5 16 Salesforce expenses - Sales Audit - Evaluating and controlling sales people
5 17 Sales Analysis- Sales Force Automation Ecosystem
5 18 Business ethics and Sales management - Social and Legal Responsibilities
19-20 Sales presentations.
 Course Plan 2024-25
ASSESSMENT PATTERN
ASSESSMENT TOOL WHEN/DATE CO MARKS ALLOTTED

1 Mid-term test - Individual August 4th week 1 10

2 Sales Pitch – Individual August 2rd week 3 10
3 Assignment (RFP, RFI, RFQ) – Group September 1st week 2 10
4 End-term test - Individual November 2nd week 1 10
5 Salesman shadowing -Group October 4rd week 4&5 10
Group work 6 members in a team Total 50

GUEST TALK – (REFLECTION REPORT TO BE SUBMITTED)

S.No Topics WHEN/DATE

1 Emerging trends in sales Management - August 4rd week

3 Pre-sales October 2ndweek
4 Sales organization operations and challenges November 1st week

RULES OF THE CLASSROOM

Students should come prepared for every session as per the course plan.
Case studies and scenarios should be prepared ahead of the class discussion. The students will be allowed for class discussion if
they get a 50 percent score on pre-reading quizzes.
The assessments should be submitted on time. Students should collect the information and materials from their friends or
classmates for any absenteeism or missing the class.
Students should come dressed formally and well-groomed to the class.
Students should strictly adhere to the timings. No attendance will be given for latecomers.
Mobile phones should be kept in silent mode during class hours.
Students should actively take part in the academic activities.
Students should maintain decorum in the classroom.

RECOMMENDED READING AND WEBLINKS

Spiro, Stanton and Rich (2015), ‘Management of Sales Force’, 12/E, Tata McGraw Hill.
Churchill Ford, Walker Johnston and Tanner (2012), ‘Sales Force Management’, 6/E, Tata McGraw Hill.
Krishna K Havaldar, Vasant M Cavale (2019), "Sales and Distribution Management", 3rd Edition, McGraw Hill.
Tapan K Panda (2011), “Sales & Distribution Management”, 2/E, Tata McGraw Hill.
David Jobber and Geoffrey Lancaster (2018), "Selling and Sales Management", 10th Edition, Pearson.
Richard R. Still, Edward W, Norman Govoni, Sandeep Puri (2018), "Sales and Distribution Management", 6th Edition, Pearson.

Teaching Faculty Signatures Stream Head Signature

Dr.P.Nalini Dr.Arul Rajan

Moodle Upload Date: 29.07.2024 Version/Rev. 1 date: 29.07.2024

 Course Plan 2024-25

SALESMEN SHADOWING

Course Title: SALES AND MARKET DEVELOPMENT Course Code: 21GC09

Batch: 2023-2025

GUIDELINES:

✓ Every team has to identify a sales manager/ sales head/ Area manager- sales etc., preferably a
middle-level salesperson who works in any sector like FMCG, Insurance, automobile, textiles, etc.,
✓ Should visit the Sales men and sales manager on prior permission and discuss the key points given
below.
✓ The teams should interact/work/shadow the salesman working under the sales manager at least for
a day with his permission.

Roll Team members Salesmen Sales Designation and company

Number name Manager address with phone
Name number and mail Id

✓ The scheduled presentation date will be intimated based on the Academic Schedule
✓ With permission from the respective person photographs and videos can be taken and added to the
report and presentation. * one photograph proof is mandatory * also collect the business card of
the sales manager

Note: The questions given below is an outline for the discussion. You can also discuss any items relevant to
understanding the sales management process of the selected organization

· Company Name
· Product and services details
· Sales Channel details (as applicable)

QUESTIONS TO BE DISCUSSED WITH THE SALESMAN

1. What are the pre-work/prospecting you do before visiting the client/market?

2. How do you plan your sales call?
 Course Plan 2024-25
3. In your present position, how much time will you spend developing customer relationships / finding new
customers, and how do you do it?
4. What’s your approach to handling customer objections?
5. What kind of training is given to you for better performance?
6. What are the challenges you face in dealing with your customers?
7. How do you describe your boss's role in the sales process?
8. What are the metrics used to measure your performance and how are you motivated with these
performance metrics?
9. Please give your input for an upcoming salesman.
10. Describe your sales process and the steps involved in detail.
11. List any top five challenges in a sales job and tell how you manage those challenges.
12. Any other discussion points-(Distribution, channels, channel problems,)
13. Describe a day in sales men life

QUESTIONS TO BE DISCUSSED WITH THE SALES MANAGER

1. What level of planning is done by the sales manager in executing the sales targets?
2. What type of skills, aptitudes, and traits are required for a sales manager?
3. What are the sales steps/processes followed in your organization?
4. How best do you describe your organization’s sales structure
5. In your organization what is the defined strategic Business unit and how it operates?
6. How do you forecast the sales? What are the methods used by your organization?
7. How do you do manpower planning for sales needs?
8. Explain the recruitment and selection process followed for sales profile/team recruitment
9. How and when do you plan the sales training
10. Explain the types/methods of training provided for salesmen.
11. How do you define the sales training objectives?
12. How the sales territory is allotted for the sales team. Pls explain in detail
13. How is the sales performance measured and what are the metrics used to measure the sales
performance for your sales team?
14. what are the best motivational methods used to motivate the sales team in your organization?
15. How do you describe Key Account Management (KAM)?
16. Any other inputs for an upcoming sales manager
17. How do you describe the ROI for your channel partner? Compare to the competitor’s Pls explain.
18. Describe a day in sales’ Manager life

All the Best

 Course Plan 2024-25

Note: All the pre-reading articles, cases, case questions, and video links will be given session-wise in Moodle.

Week Session Topics

No
1 1 Setting the classroom, context, and expectations
Course plan discussion
Integration of Marketing Management course learning in sales course
Evolution of Sales Management - Reading and Peer Discussion - University of virgina

Evolution of Sales Management - class discussion - University of virgina

Value proposition -Peer learning activity 1

Total
2 Review Previous session Topics - Review Value proposition learning activity 1 - wrap
up
Peer learning Activity 2 - Basics of personel selling (Peer discussion) Hubspot reading

Basics of Personel selling (class discussion)

Total
2 3 Review Previous session Topics
pre-reading/peer discussion on Sales process- HBR
Peer learning Activity 3- Types of selling - role-play situations- approach,
demonstration/presentation,
Discussion on Sales negotiations and closing Sales techniques

Peer learning Activity 4 & 5 - Negotiations and closing techniques

Discuss through an activity Market development process for developing sales-Ansoff

Matrix
Total
4 Review Previous session Topics
Sales and Marketing - peer discussion - HBR reading

Peer Learning actiivty 6- Sales and Marketing - Debate - HBR reading

Wrap up of Unit 1
Total
3 5 Sales pitch - 30 students - 10 marks in internal
6 Sales pitch - 15 students
4 7 Sales pitch - 15 students
8 Guest Talk 1 - Emerging Trends in Personel selling
 Course Plan 2024-25
5 9 Role of sales people in digital age - HBR reading and Video - peer discussion

Role of sales people in digital age - HBR reading and Video - Class discussion

Peer Learning activity 7 - Pre - Sales - Activity

Understanding Per - Sales - discussion
Total
10 Review Previous session Topics
Role of Market research in customer acquisition - Customer solutions - HubSpot and
HBR reading

Pre-Sales Requirement Engineering - Proposal discussion

Total
6 11 Review Previous session Topics
Bid management
Proposal and solution development - RFI, RFP, RFQ - peer activity 8

Assignment - 10 marks (RFI,RFP and RFQ) - group submission

wrap up of Unit 2
Total
12 Buffer session - For Activity closer and revision of Unit 1 and 2

Total
7 13 Guest Talk 2 - Pre sales consultant
14 Mid term Assessment - 10 marks
8 15 Review Previous session Topics
Sales Organization structure B2 B/B2C example discussions- types of Sales
organisation
Peer learning activity 9 - Sales organisation structure
Peer learning activity - Sales organisation structure - Discussion

Total
16 Review Previous session Topics
Peer Learning activity 10 - Recruitment and selection of sales personnel - Job Analysis
- Sales Training
Recruitment and selection of sales personnel - Job Analysis - Sales Training -
Discussion
Total
9 17 Recruitment and selection of sales personnel - Job Analysis - Sales Training -
Discussion - contd
HBR Cases 1- Memom Lubricant: Hiring A sales Representative case study discussion-
Peer Group Discussion

HBR Case 1- Memom Lubricant: Hiring A sales Representative case study discussion-
Class discussion
 Course Plan 2024-25
Motivating and compensation Sales Personnel – Concept Discussion

Total
18 Review Previous session Topics
Motivating Sales Personnel – Concept recap
Peer Learning activity 11 - Motivating Sales Personnel

Total
10 19 Review Previous session Topics
HBR Case 2 - Eureka Forbes Ltd.: Managing the Selling Effort (A) Peer discussion -
Eureka Fobes case
HBR Case 2 - Eureka Forbes Ltd.: Managing the Selling Effort (A) Class discussion -
Eureka Fobes case

Wrap up of unit 3 topics - Organisation structure, Manpower planning, Recruitment,

Selection, Motivation, training, Compensation. - Quiz

Total
20 Sales forecasting approaches Sales budget
Peer learning Activity - Sales forecasting approaches Sales budget

Total
11 21 Review Previous session Topics
Sales Territory & Sales Quotas
Sales force expenses
Evaluating and controlling sales people
Peer learning activity 12 - case let
Total
22 HBR case 3 -PAI'S Bakery : Reassigning Sales Territories - Peer discussion

HBR case 3 -PAI'S Bakery : Reassigning Sales Territories - class discussion

Total
12 23 Information technology role in sales - article discussion

Sales Analysis- Sales force Automation Ecosystem - Article discussion

Business ethics and Sales management - article discussion

Total
24 Guest Talk Sales organization operations and challenges

13 25 Sales shadowing team presentation - 10 marks ( 5+ 5) Report and Presentation

26 Sales shadowing team presentation - 10 marks ( 5+ 5) Report and Presentation

14 27 Sales shadowing team presentation -10 marks ( 5+ 5) Report and Presentation

28 End Term Test - 10 marks

 Course Plan 2024-25
15 29 Recap and answer sheets discussion
30 Buffer session

-----------------End of the course------------------------------------------