Sales Management

Class MBA Elective

Instructor Syed Atif Murtaza Qaiser

Location Main Campus

Counselling Hours 3 to 4 PM Tuesdays

Class details

Class Timing and Room Main Campus

Session Day(s) Friday/Saturday

Email aqaiser@iba.edu.pk

Contact # 0333-2200983

Course Description

Sales is primarily the heart and soul of any organization.

The effective management of a company’s sales effort involves five interrelated sets of decisions or processes:

1. Describing the Personal Selling Function

2. Defining the strategic role of the Sales Function
3. Developing the Sales force
4. Directing the Sales force
5. Determining Sales force effectiveness and performance

This course will extensively cover all the above-mentioned areas through material from the books, the instructors’ experience
related to field sales, case studies and guest speaker sessions.
 Learning Goals

1. Communication Skills

Speech: Logical understanding and flow of concepts related to sales

Presentation: Effective use of presentation tools

Written: Ability to clearly express thoughts and ideas

2. Knowledge of All Business Disciplines

Demonstrate a basic understanding of all sales Functions e.g. Personal Selling, Sales Force Structures, Sales Force Deployment,
Sales Strategies, Performance Evaluation etc.

Demonstrate knowledge of sales leadership skills and competencies

3. Critical Thinking

Interpret data to understand various situations. Making sense out of numbers

Thinking proactively and being solution oriented

4. Ethics

Ethical selling and ethical activities in sales force management. Dos and don’ts in selling practices

Develop understanding of current ethical norms in the local market

5. Global Mindset

Understand the influence of political environment, culture, local practices etc.

Understanding of global norms, practices, trends, legal environment and behavior for sales decision processes.

Course Learning Outcomes

1. The role of sales in an organization

2. Characteristics required to excel in a career in sales
3. Basic forecasting
4. Basic Sales leadership
5. KPIs for evaluating salespeople
 6. Basic techniques of recruitment and selection

Teaching and Learning Methodology

LMS will be used to share PowerPoint presentations/ reading material with the students. The material used for the course will
be a combination of:

Live cases/ Experiences of teacher

Guest speaker sessions
Oral case discussion
Videos/ Practical Demonstrations (WhatsApp)
Role Plays/Activities
Slides
Term Reports
Readings (online and Embedded in Slides)
Presentations/Debates – both formal and informal
Exams
Self-Study of designated books

Course Learning Outcomes mapped to Program Learning Outcomes

Knowledge of
Communication
Global
Learning Goals Critical Skills Ethics
All Business Mindset
Skills
Areas

Learning Outcomes

3 X X x

4 X

Chapters/ Mapping to Course Learning Session Topic

Outcomes
Readings
Week 1 Selling and Sales Management. Introduction to fundamental
concepts of Sales and Sales as a function in the local industry

Trade landscape of Pakistan. Different channels that exist.

Week 2.
Sales Strategies and types of buyers and their behaviors

Distribution management
Week 3.
Laws and ethical issues in selling

Key Account management

Week 4
Sales responsibilities and preparation

Week 5 Relationship selling and direct marketing

Continuous Development of the Sales Force: Sales

Training.
Sales Training Areas.
Week 6 and 7
Sales Training Methods
Time and Territory Management.
Sales Leadership, Management, and Supervision.

Recruitment and selection.

Week 8 and 9
Motivating and Reward System Management.

Week 10 Determining Sales Force Effectiveness and Performance.

Week 11 Sales forecasting

Week 12 The rise of e commerce in Pakistan

Week 13 to 14 Case studies, guest speaker sessions and group presentation

Text Books

Recommended Text
Selling and Sales Management. 8th edition. David Jobber and Geoffrey Lancaster

Secondary Texts

Sales Management; Analysis and Decision Making. 10th edition. Thomas Ingram and Raymond LaForge.

Sales Force Management: Mark W Johnston and Greg W Marshall 11th Edition

Assessment Due Date Remarks

CP Ongoing

Term Project/Presentation Last two classes Will be discussed during the first class

Mid Term Paper Mid-term Exam Week

Final Paper Final Exam Week

Marks Head Total Frequency Total Exempted Marks /Frequency Total Marks /Head

Class Participation+ Assignments Ongoing 20 20

Term Project/Presentation 1 30 30

Mid Term Paper 1 20 20

Final Paper 1 30 30

Total Marks 100

Comments and/or Suggestions

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

Technology Requirements
Laptops are allowed in class. Advisable to bring a note book as taking notes will prove beneficial

Academic Conduct

IBA policy

Attendance Policy

IBA policy

Plagiarism Policy

IBA policy

Withdrawal Policy

IBA policy