SUKKUR INSTITUTE OF BUSINESS ADMINISTRATION
SUKKUR
Marketing & Sales Management
COURSE DESCRIPTION:
The goal of the Sales Management course is to examine the elements of an effective sales force as
a key component of the organization's total marketing effort. The course will extend
Executives/student’s understanding of marketing's reach and potential impact in achieving its
overarching goals. Course objectives include understanding the sales process, the relationship
between sales and marketing, sales force structure, customer relationship management (CRM),
use of technology to improve sales force effectiveness, and issues in recruiting, selecting,
training, motivating, compensating and retaining salespeople. Students learn to apply the
discussion topics through an interactive project worked on throughout the course.
The course is primarily an interactive discussion including debates, cases, and multiple
opportunities to apply the theories that are discussed. A critical element of the class is a
individual projects simulating a typical … though complex … sales management situation; the
project includes a written paper with the option for a presentation to the class with verbal
defense.
COURSE OBJECTIVES:
Identify and understand the nature of various challenges being faced by sales managers
today.
To demonstrate a sound understanding of sales management models and theories.
To critically evaluate and discuss the key sales issues related to customer relationship
management, the relationship between sales and other departments, sales force structure,
and issues in recruiting, selecting, training, motivating, compensating and retaining
salespeople.
Be able to apply sales management concepts, theories and models to sales management
related problems and issues.
Sales Management Page 1 of 5
IMPORTANT POLICIES
SUBMISSION OF COURSE WORKS/ASSIGNMENTS/PROJECTS
Students are expected to strictly follow the deadlines of the course works. Late submission will
result in 100% deduction of allocated marks for particular course work.
Students are expected to submit course works both in hard and soft copy. Students are advised to
upload soft copy of the course work on Learning Management Solution (LMS) and mention
course work title and form (individual/group) in the subject area of email.
CLASS PARTICIPATION
Students are expected to come prepare in the sessions and show their active participation.
EXPECTATIONS
I expect a class atmosphere of respect for your fellow human beings as we travel this road
together. I also expect a class atmosphere of critical thought and your best efforts. Please come
prepared to participate.
LEAVING THE SESSION
Leaving the session for any purpose will not be appreciated (apart from some extreme
unavoidable cause) and doer will be strictly marked absent in the ONE SESSION.
READINGS
You are expected to read the assigned materials before the class/period. This helps you grasp
the material more fully and creates a better classroom environment.
ATTENDANCE
Your attendance in class is critical to fulfillment of course objectives. You will not be eligible to
appear in the exam if you cross six absences. Late coming, more than Five minutes, would
strictly be marked as absent. The time displayed by class room clock will be observed for
attendance.
STUDY AND PREPARATION
Allow yourself enough time for thoughtful, unhurried reading of the materials. Reading to "beat
the clock" and complete the materials in time for class is useless. Read with an open but not
empty mind to understand and evaluate class ideas. Please make the time to prepare for
discussion ahead of time.
Page 2 of 5
PLAGIARISM & REFERENCING
You may be tempted to hand in essays, projects or other pieces of assessed coursework
containing work that you know is not completely your own, hoping that the tutor won’t notice.
This may be for several reasons such as shortage of time, hoping for a better grade than would
be achievable under a particular set of circumstances or perhaps even lack of knowledge
regarding how to correctly reference the sources of data used. This is plagiarism – it is a
matter that the University takes very seriously indeed - and it usually takes one of four forms.
(a) Copying chunks of text from books, dissertations, journals or the web without
acknowledgement. (It is permissible, even desirable; to quote extensively from the work
of other writers on your subject, but all quotations should be fully referenced).
(b) Paraphrasing ideas from texts without stating their origin. Instead, use phrases such as
“According to Jobber (1995)...” or “Wright & Taylor (1994) propose that ..”, or similar
acknowledgement.
(c) Colluding with other students and submitting identical or near identical work.
(d) Copying the work of another student without that student’s consent.
As per the institution’s plagiarism policy, the incorporation of material from other works or a
paraphrase of such material without acknowledgement will be treated as plagiarism subject to
the custom and usage of the subject. ..... Where an examiner identifies a failure to comply fully
with the foregoing this will be regarded as a suspected breach of Regulations by the student
concerned and will be the subject of investigation.
RECOMMENDED BOOKS:
Sales Management
Ingram, LaForge, Avila,
1. Analysis & Decisions Thomson
Schwepker Jr. & Williams
6e
REFERENCE BOOKS:
1. Sales Management Eugene, David & Eberhard McGraw-Hill
Page 3 of 5
SESSION / WEEK WISE DETAILS:
Date / Assignments/
Topics Suggested Readings
Week Quizzes / Articles
Introduction to Course
Way Forward
Week 1
Discussion on Course works &
deadlines
Measuring your attitude towards
A typical day of
Week 1 sales
salesperson article
Salespersons Life
The Changing World of Sales
Week 2
Management
Sales Management
Week 2 Overview of Personal Selling
Analysis & Decisions
Sales Management
Week 3 Sales Careers
Analysis & Decisions
Article Sales Management
Organizational Strategies and the
Week 3 reading/Case Study Analysis & Decisions
Sales Function
reading
Organizational Strategies and the Sales Management
Week 4 Sales Function continue… Analysis & Decisions
Case Study discussion
Sales Management
Analysis & Decisions
Week 4 Discussion on course works
Sales Management
Article Analysis & Decisions
Sales Organization Structure and
Week 5 reading/Case Study
Salesforce Deployment
reading
Sales Organization Structure and Sales Management
Salesforce Deployment Analysis & Decisions
Week 5
continue…
Case Study discussion
Article Sales Management
Staffing the Salesforce: reading/Case Study Analysis & Decisions
Week 6
Recruitment and Selection reading
Page 4 of 5
Staffing the Salesforce: Sales Management
Recruitment and Selection Analysis & Decisions
Week 6 continue…
Case study discussion
Discussion on group projects
Continual Development of the Sales Management
Article Analysis & Decisions
Salesforce: Sales Training
Week 7 reading/Case Study
Case study discussion
reading
Sales Leadership, Management, Sales Management
and Supervision Analysis & Decisions
Case/Article discussion
Week 7
Motivation and Reward System
Management
Evaluating the Effectiveness of Sales Management
Article Analysis & Decisions
the Organization
Week 8 reading/Case Study
Evaluating the Performance of
reading
Salespeople
Sales Management
Case/Article discussion Analysis & Decisions
Week 8
Group Presentations
Page 5 of 5