An effective sales force is a critical component of any customer facing organization. A sales force is a complex system, some even calling it organism like - making it a challenge to create, develop and lead. Appropriate responses have to be crafted to continuous changes within organizations, markets and the overall operating environment. Relevant processes have to be developed to improve the sales force which in turn will have large implications on organizational profitability. The course seeks to sharpen the skills of human resource management professionals in understanding, appreciating, nurturing and managing this organizational function and its people.

Learning Outcomes

After going through the course the student should be able to

• To understand the links between organizational goals and the role of a sales force
• To understand the process of sizing and structuring a sales force within an organization
• To appreciate the control mechanisms that exist to stimulate, motivate and reward performance
• To examine mechanisms that leverage information to make continuous improvements in the sales force
• To understand the HR linkages that are necessary to appreciate when selecting, recruiting, training and developing sales people.

The course pedagogy would be include a combination of lectures, case discussions, role-plays and assignments

Session Plan

Sessions	Topics	Resource
1	Introduction to Sales Force Management
2,	Essentials of Personal selling
3,4	The Art of Persuasion
5,6	The Sales Process
7	Key Account Management
8	Territory Management and Control
9	The Sales Organization
10	Strategic Impact of the Selling Function
11, 12	Sales Forecasting
13,	Recruitment and Retention of the sales force
14	Motivating the sales force
15, 16,	Sales Force Training
17, 18,	Sales Force Performance Management
19,	Sales Force Revenue and Profitability
20	Group Presentations

Cases would be given as and when taken up in class. Particpants are expected to have read and analysed the case to discuss meaningfully in class

Evaluation

Class particpation - 15%
Quizzes Two - 15% each
Group Project - 20%
End Term - 35%

Books
Recommended Text
Sales Force Management - Mark W. Johnston, Greg W. Marshall - 11th edition

Reference Texts
Sales Management - analysis and decision making - Thomas N. Ingram, Raymond W. LaForge, Raymon A. Avila, Charles H. Schwepkar Jr. and Michael R. Williams- 9th edition
Sales Management - Decision, Strategy and Cases - Richard R. Still, Edward W. Cundiff, Norman A. P. Govani - 5th edition
Building a Winning Sales Force - Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer - 2009

Academic Integrity
Students are expected to show the highest level of integrity in completing their assignments and tasks. While collaboration is allowed, anyone finding indulging in malpractices would be severely dealt with. Punctuality and attendance is expected of all students. Penalties as mentioned in the Students MoP for attendance shall be applicable for all students.