Rajarata University of Sri Lanka

Faculty of Management Studies

Department of Marketing Management
Year I Semester I (2021/2022)

COURSE PLAN
Course Code and Name: MKT 3153 Sales Management (30:15:100)
Time period: April/ September 2023

Course Aim This course designed to enhance knowledge and skills of students of
sales management with structured theories and practical learning
experiences. “Sales” is fundamental to any business. Sales
management is an essential element of knowledge and orientation
required for a career in business in the corporate world as well as in
other sectors like government, education etc.
Course ILOs 1LO1: Identify the interrelationships between various disciplines with
respect to sales management and the marketing function.

ILO2: Identify the steps in the selling process.

ILO3: Analyze the role of the sales manager in the development of a

successful sales force.

ILO4: Apply informed judgments to ethical issues presented in sales

management situations.

ILO5: Apply relationship selling strategies as they relate to the

marketing of goods and Construct a comprehensive sales presentation.

ILO6: Differentiate the relationship between ethics of sales force,

social responsibility and the sales management function.
No. of Credits 03
Notional Hours Lecture 20 Tutorial / 20 Independent 60
Practical Learning
Course 1. Mrs. K.G.M.I.Dilrukshi ( Temporary Assistant Lecturer )
Facilitator/s:
(Name & Email)
Course Plan
Wee Lesso Lesson Title Relate Method Method of Addition Time
k n no. d ILO of Assessmen al (hours)
deliver t* readings
y* T P IL
1 1.1 Introduction 1,2 L, ESE, CRA RR1, 2 1 3
IS,SL RR2
1.2 Relationship 1,2 L, ESE, CRA RR2,RR
between Marketing IS,SL 2
and sales
2 2.1 Selling process 1,2 L,IS,SL ESE RR1,
RR2
2.2 Selling process 1 L, ESE RR1,RR
IS,SL 2
3 3.1 Sales environment 1,2 L,IS,SL ESE,THA RR1,
RR2
3.2 Sales environment 1,2 L,D,SL ESE, THA RR1,RR
cntd... 2
4 4.1. Marketing mix and 1 L, ESE, P RR1,RR
sales IS,SL 2,
4.2 Distribution 1,2 L, ESE RR1 ,R
management IS,SL R2
5 5.1 Sales force 3,5 L,D,SL ESE,THA RR2,
management RR3
5.2 Personal selling 3,5 L,S, SL ESE, CRA RR2,
skills RR3
6 6.1 Motivation and 3,5 L,IS,SL ESE RR2
training
6.2 Responding to 3,5 L,IS,SL ESE, CRA RR2
objections
7 7.1 Management of sales 3 L,IS,SL ESE, THA
territories & quotas RR2,RR
3
7.2 Sales strategies 4 L,IS,SL RR2

8 8.1 Sales settings 1,2,4 L,IS,SL ESE RR2

8.2 Sales settings cntd. 1,2,4 L,IS,SL ESE,P RR2
9 9.1 Relationship selling L,IS,SL ESE RR1,
RR2
9.2 Relationship selling L,IS,SL ESE RR1,
cntd... RR2
10 10.1 Internet and IT 4,5,6 L,IS,SL ESE, P RR2
applications in sales
management
10.2 Internet and IT 4,5,6 L,IS,SL ESE, P RR2
applications in sales
management…

11 11.1 Sales management 1,3,4 L, ESE, RR1,RR

 cntd.. IS,SL 2,RR3
11.2 Sales Management 1,3,4 L, ESE, CRA RR1,
cntd… IS,SL RR2,RR
3
12 12.1 Direct Marketing 4,5 L,IS,SL ESE, CRA RR2,RR
3
12.2 Direct Marketing 4,5 L, ESE,CRA RR2,
cnt.. IS,SL RR3
13 13.1 Sales forecasting and 1,2 L,IS,SL ESE RR1,RR
budgeting 3
13.2 Sales forecasting and 1,2 L,IS, ESE,P RR2
budgeting cntd… SL
14 14.1 Ethics of sales force 4,6 L, ESE RR2,RR
IS,SL 3
14.2 Social responsibility 6 L, ESE RR2
and Sales function IS,SL
15 15.1 Sales force 1,2 L,IS,SL ESE RR2
evaluation
15.2 Sales force 1,2 L,IS,SL ESE RR2
evaluation cntd…
*L – Lectures; IS – Interactive sessions; FT – Field trips; SL – Self learning; D – Discussion; Q –
Quiz; P – Presentations; CRA – Classroom activity; THA – Take Home Assignment; Pr – Projects
(Please add any other with relevant abbreviations.)

Assessment Plan
Methods of Evaluation Marks Allocated
End Semester Examination: 60%
Continuous Assessments: 40%
No: Continuous Assessment Marks Allocated
1 Individual Assignment 10%
2 Group Assignment 20%
3 Attendance 5%
4 Classroom Activities 5%

Organization of the course

Week
Activity 1 2 3 4 5 6 7 8 9 1 11 12 1 14 15
0 3
Theory
Practical
Any other activities (Field visits
etc. Please mention the activity)
Independent Learning
Assignments
Final Examination After 2 weeks of study leave
Recommended Readings:

RR1: Fundamentals of Selling: Customers for Life through Service, (2014)9 th Edition,
by Charles M. Futrell

RR2: Selling and Sales Management (2009) 8th Edition, by David Jobber ,Geoffrey
Lancaster London School of Commerce

RR3: Outbound Excellence 2012 Sales Management Best Practices Guide , Dave
Kalstrom