saifullah

Week

/Subject

Date

Lecturer

/Activity

/Assignment

Learning Outcomes

Week 1  

Chapter-1

Job of Sales Management

·         Provide you with an overview of a sales manager’s job.

·         Introduce you to the various types of sales managers and the skills required of them.

·         Discuss what a new manager experiences when promoted from a sales job.

Week 2

Chapter-2

Careers in Professional Selling and Sales Management

·         List and comment on the primary advantages and disadvantages of a sales career.

·         Identify and explain the dimensions of sales professionalism.

Week 3 – 4

Chapter-4

Pre- Approach

Prospecting

Identifying Prospects

Qualifying Prospects

·         Understand prospecting and preparing which are preliminary to the rest of sales process.

·         List common sources of prospects.

·         Explain the MAN concept of qualifying a prospect.

·         Understand the pre-approach activities needed to adequately prepare for a sales call.

·         Understand the sequence of call planning activities.

Week 5 – 6

Chapter 5

Approach

Probing for needs

Convincing the prospect

Handling Objections

Closing

Follow up

·         Discuss the various factors that goes into the making an effective sales presentation.

·         Identify the ways to open a sales presentation.

·         Describe the probing technique used to determine prospects’ needs.

·         Explain feature benefit selling.

·         Outline the different types of objections encountered by sales personnel and explain how each objection should be handled.

·         Identify the various closing techniques.

·         Explain the importance of follow up.

Week 7

Chapter-6

Territory Design and development

·         The definition of a sales territory.

·         Who is responsible for territorial development?

·         The factors to consider when designing sales territories.

·         The importance of reducing sales leakage.

·         How computers can help design territories.

Week 8

Chapter-9

Sales Forecasting

·         The importance of forecasting in a firm’s marketing decision support system.

·         The uses and different categories of sales forecasts.

·         The two forecasting methods – survey and mathematical – and their different uses.

·         That the responsibility for approving the final forecast rests at the top management level.

·         The need for knowledge of computers, because they are used in forecasting and developing sales budgets.

Week 9

Chapter 10

Sales Budgeting

·         What is sales budgeting and how it is used in sales management?

·         Indentify and explain major types of selling expense budgets.

·         Outline the steps in the sales budgeting procedure.

·         How sales budgeting levels are determined.

Week 10

Sales Quota

·         The relationship between sales objectives and quotas.

·         Why quotas are important.

·         The various types of quotas.

·         The methods for setting quotas.

·         Criteria needed for a good quota plan.

·         Major areas for establishing objectives.

·         How organizations set objectives.

·         The selling by objectives process.

Week 11

Chapter 11

Organization of the Sales Force

·         The type of markets in which salespeople work.

·         The major job activities of salespeople.

·         The various types of sales jobs.

·         Why sales jobs are designed for an individual organization’s markets and customers.

·         The various types of sales force organizational structures.

·         Newer forms of organizations.

·         How coordination and technology improve customer service

Week 12

Chapter 16 – 17

Sales Incentives and Compensation

·         Why compensation is so important for establishing an effective sales force.

·         How to design, implement, and evaluate a compensation program.

·         The advantages and disadvantages involved in the three types of compensation plans: straight salary, straight commission, and combination salary.

·         The different types of sales force expenses and transportation.

·         The total compensation package and how to develop a proper compensation mix.

·         What is involved in designing a new compensation plan.

Week 13

Chapter 12 – 13

Sales Personnel Planning and recruitment

·         What sales human resource management is and what its key relationships are.

·         The importance of planning for sales personnel needs.

·         What people planning and employment planning are?

·         What recruitment means and why it is so important.

·         The recruiting process: what it is, who does it, and where recruits are sought.

Week-1 4

Chapter 19

Sales Evaluation

·         The importance of marketing and sales audits and how they differ.

·         What a performance appraisal involves.

·         The uses of performance appraisals.

·         Who does the evaluation and how often salespeople should be evaluated.

·         How performance criteria are developed.

·         The accuracy of performance appraisals and what can influence that accuracy.

·         The importance of evaluating the evaluation system.

·         The important elements involved in marketing cost analysis.