Name of the Faculty :
Discipline : MBA
Semester : III Sem
Subject : SDM (MBA/MM/211)
Lesson Plan Duration : (From July 2018 to Nov. 2018)
Work Load (Lecture / Practical) per week (In hours) : Lecture-04, Practicals-00
| Week | Theory | |
| Lecture Day | Topic
(Including Assignment Test) |
|
| 1 | 1st | Objective of sales management |
| 2nd | Personal selling objectives and Process | |
| 3rd | Sales force planning | |
| 4th | Theories of selling | |
| 2 | 1st | Sales budget |
| 2nd | Determining the size of sales force | |
| 3rd | Staffing the sales force | |
| 4th | Assignment | |
| 3 | 1st | Test |
| 2nd | Motivation of sales force | |
| 3rd | Sales force compensation | |
| 4th | Management of sales territories and sales quotas | |
| 4 | 1st | Sales contests |
| 2nd | Evaluating and controlling the performance of salespeople | |
| 3rd | Ethical responsibilities of sales personnel | |
| 4th | Assignment | |
| 5 | 1st | Test |
| 2nd | Distribution management and marketing mix | |
| 3rd | Marketing channels and channel formats | |
| 4th | Prominent channel systems | |
| 6 | 1st | Retailing: Role and types of retailers |
| 2nd | Retail strategies | |
| 3rd | Retail performance measures | |
| 4th | Electronic retailing; channel migration | |
| 7 | 1st | Wholesaling: functions, classification, |
| 2nd | key tasks and Strategic issues | |
| 3rd | Major wholesaling decisions, Managing distributors | |
| 4th | Assignment | |
| 8 | 1st | Test |
| 2nd | Channel management | |
| 3rd | Channel power; channel conflict | |
| 4th | Channel policies; channel information system; | |
| 9 | 1st | Channel performance evaluation |
| 2nd | Market logistics and supply chain management | |
| 3rd | International sales and distribution management | |
| 4th | Assignment | |
| 10 | 1st | Test |