Sales Management for Graduate Program

Course ID: 6197

Class MBA
Instructor Amna Aaqil
Location Online - Zoom
Class details

Class Timing 9am to 12:30pm

Session Day(s) Saturday

Email aamalik@iba.edu.pk

Contact # 03002564485

Course Description

Selling is a fundamental life as well as necessary business skill and it is a critical function for all organizations: “Nothing
happens until someone sells something.’
The goal of Sales Management is to provide you the knowledge and skills that businesses need to win customers and grow
their business.
Everyone sells. In business, we sell our products, proposals, projects, budgets, and anything else that someone else has to
approve. In life, we buy cars (buying and selling are two sides of the same coin), interview for jobs, and many other things that
someone else has to say OK to.
This is an interactive course including discussions, simulations, case studies, guest speakers from the industry, and exercises to
apply the topics we will cover. Almost every topic has an exercise, practicing the skills covered in the class.
Students will gain a better appreciation of sales as an important – though often misunderstood – aspect of every organization.

Teaching and Learning Methodology

LMS will be used to share reading material with the students. The pedagogy used for the course will be a combination of:
- Guest speaker sessions
- Self-Study
- Case Studies
- In Class Activities
- Lectures
- Readings (online and from the recommended text)
- Presentations
- Exams
- Simulations

Course Learning Outcomes mapped to Program Learning Outcomes

Communication Knowledge of Critical Skills Ethics Glocal

Skills All Business Mindset
Areas
 Learning Goals

Learning
Outcomes

1 X X X X

2 X X X

3 X X X

Chapters/ Mapping to Course

Session Topic
Readings Learning Outcomes

Session 1&2
 Introduction and Sales Force Design

Session 3&4  Sales Force Management

o Guest Speaker
o Case study

Session 5&6  Channel management

o Case study - Oversight Systems

Session 7&8  Active Listening

o Class Activities
o Role play

Session 9&10  Entrepreneurial Selling

o Case Study

Session  Personal Selling/Types of Selling + Managing

11&12
Major Accounts
o Case Study - Qualtrics

Session
13&14
 Article Presentations

Session  Forecasting
15&16

o Class exercise

Session
17&18  Simulation

Session  Negotiation
19&20
o Role Play simulation
 Session
21&22
 Customer Management + Retention

Session  Coaching Performance /Competitive

23&24
Intelligence Acquisition Management and
Sales Ethics
o Case Study: ZenRecruit: Sales Coaching
and Performance Reviews

Session
25&26 Group Presentation

Session
27&28 Group Presentation

Finals

Text Book and Pre Course Reading Material, Important Dates.

All Chapters and Case Studies will be uploaded in the LMS. We will use HKS reading
material and case studies.

Additional Reading Material: (available on LMS)

 Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive

Effective Selling By Frank V. Cespedes

 Leveraging the Psychology of the Salesperson – HKS

 Sales Management That Works - How to Sell in a World That Never Stops

Changing - HKS

Assessment Due Date Remarks

Ongoing
Exercises/ Cases
Ongoing N -1 allowed
Quizzes
Last two classes A separate ‘Assignments’ Detail’ Document will
Term Project/Presentation be provided to students.

Final Exam Week

Final Paper
 Marks Distribution

Total Total Marks Total

Marks Head
Frequency Exempted /Frequency Marks /Head

Quizzes 3 5 10

Assignments 1 10 10

Term
1 20 20
Project/Presentation

Case Studies ongoing 10 20

Final Paper 1 40 40

 Total Marks 100

Class participation

No separate marks for class participation. However, students’ engagement level will be ensured through class activities, case
studies & final presentations.

Comments and/or Suggestions

Students may contact the faculty any time in case of any problem or issue that needs attention.

Technology Requirements

Online classes on Zoom, laptops and internet connection is required

Academic Conduct
IBA policy

Attendance Policy

IBA policy

Plagiarism Policy

IBA policy

Withdrawal Policy

IBA policy