SFM-Q11

SFM-Q11
PGDM-HRM 2011-13: Term-VI

Sales Force Management

Credit	1.5
Faculty	Subhasis Ray (sray@ximb.ac.in: office extension- 994)
Programme	PGDM- HRM
Academic Year and term	2012-13/ Term VI

Student Learning Outcome:
After the course, the student will be able to
· Understand the role and importance of sales management in the context of organizational performance and functions
· Appreciate issues related to managing sales force in diverse situations
· Take decisions related to salesforce recruitment, training and compensation

Required textbooks and reading material:

a. Sales and Distribution Management, Havaldar & Kavale, Tata Mcgraw Hill.
b. Consolidated reading material to be distributed.

Tentative session plan:

Session	Content	Article/Case
1	Understanding personal selling
2	Issues and techniques in sales forecasting	Major sales: Who really does the buying
3	Sales related marketing policies	End the war between sales and marketing
4	Building a sales organization	Case: ‘When a new manager stumbles’
5	Sales department relations	Breadth of a salesman
6	Sales recruitment	Teamwork for today’s selling
7	Sales force training	The New Science of Sales force productivity
8	Sales force motivation	Case: TBA
9	Designing sales territories and setting targets	Project presentation
10	Sales Compensation	Project Presentation

Evaluation:
·
· Project: 40
· Endterm: 40
· Class performance: 20 (based on articles and cases)
· Pass Marks: 30
· No make-up tests are conducted for this course.

Academic Integrity:
Please refer to the Manual of Policies for general details. As a rule, any case of plagiarism results in an F in the course/component under consideration. Use of laptops and cell phones in the class is prohibited.
Created By: Debasis Mohanty on 08/03/2012 at 02:41 PM
Category: PGDM (HRM)-II Doctype: Document

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