LESSON PLAN

Faculty Sanjay Diddee Batch MBS III Sem. 2015- 17 Batch

School School of Com. & Management Subject Sales Management (Elective)
Unit Particulars Class Type of Activity Remarks (if any)
No. Classes Planned,
if any
1 Evolution of the Sales Lecture
Management - Objectives
1 Sales Manager as Coordinator Lecture

1 Sales Management and Lecture

Control
1 Personal- Selling Objectives Lecture

1 Market Potential, Sales Lecture

Potential, Sales Forecast -
1 Sales Forecasting Methods

1 Analyzing Market
Potential- \Market Indexes
1 Sales-Related Marketing
Policies
1 Product Policy

1 Distribution Policy

1 Pricing Policy

1 Nature of Sales
Management positions -
Functions of Sales
Executives – Qualitiesof
Effective Sales Executives -
Relationship with Top
Management, Managers
ofother Marketing
Activities - Compensation
Patterns for Sales
Executives -Compensation
 Plan - Types of
Compensation Plans -
Requirements of a
GoodSales Compensation
Plan - Devising a Sales
Compensation Plan - Fringe
Benefits.Personnel
Management in the Selling
Field: Sales Force
Management-JobAnalysis-
Job Description,
Organization for Recruiting
and Selection-Case Studies.

Assignment-3

2
2

Assignment-4