SUKKUR IBA UNIVERSITY

Faculty of Business Administration

Sales Management (MKT-418)

Course Outline
1. Course Identification and General Information

Program and Class: BBA-VII Semester: Fall 2023

Credit Hours: 03 Instructor: Mr. Muhammad Azeem
Email: azeem.abro@iba-suk.edu.pk
Office Location: Room 117-Academic Block
Pre-requisite Course: Counseling Hours: On Appointment
1. Principles of Marketing (MKT-201)

2. Learning Resources

I- Recommended Book:

Sales Management Analysis & Decisions by Thomas N. Ingram Raymond W.

LaForge Ramon A. Avila Charles H. Schwepker, Jr. Michael R. Williams - 10 th
edition.

3. Schedule of Assessment Tasks for Students During the Semester

SECTIONS MARKS
Mid Term 30
Project/s and Assignment/s 10
Class Participation and Quiz 10
Final Assessment 50
TOTAL 100
4. Course Description
This course aims at imparting marketing knowledge in the minds of students in service
sector. This course is built upon marketing principles and concepts that will examine how
to improve and design quality service, increase and maintain customer satisfaction levels,
generate customer loyalty, create a healthy service environment, and lead the marketing
campaign within the service sector.

5. Course Learning Outcomes (CLOs)

1. Students will be able to write effective mini report regarding the sales issue.
1. Students will be able to analyze the sales issues critically
2. Students will be able to demonstrate teamwork abilities in playing sales simulation
and doing sales final project
3. Students will be able to develop creative solutions for the problems in sales sector

4. Students will be able to acquire business knowledge regarding sales and services.

6. Assessment Task Description

a) Quizzes
Quizzes will be based on book chapters and any other material discussed in class
b) Class Participation
Students will be required to be prepared and done assignments of advanced
readings given before or in the class. Grading will be based on relevant discussions
and critical analysis of the issues and topics.
c) Presentations
Students will be required to present the Project / assignments given by the instructor .
7, Lesson Plan and Chapters

Assignments/
Session Date / Suggested
Topics Quizzes /
No. Week Readings
Articles

 Introduction to Course
Week  Way Forward
01-02
1  Discussion on Course
works & deadlines

 Measuring your attitude

Week A typical day of
03-04 towards sales
1 salesperson article
 Salespersons Life
Chapter 1
Sales Management
Week  The Changing World of Analysis &
05-06
2 Sales Management Decisions

Chapter 2
Week  Overview of Personal Sales Management
07-08
2 Selling Analysis &
Decisions
Week
09-10  Sales Careers
3
Chapter 3
Week  Organizational Strategies Sales Management
11-12
3 and the Sales Function Analysis &
Decisions
 Organizational Strategies Chapter 3
Article
Week and the Sales Function Sales Management
13-14 reading/Case
4 continue… Analysis &
Study reading
Decisions
Sales Management
Week Analysis &
15-16  Case Study discussion Decisions
4
 Chapter 4.
 Sales Organization Article Sales Management
Week Analysis &
17-18 Structure and Salesforce reading/Case
5 Decisions
Deployment Study reading

 Sales Organization Chapter 4.

Week Structure and Salesforce Sales Management
19-20 Analysis &
5 Deployment continue…
 Case Study discussion Decisions

Week
21-22  Mid-Terms
6

Week
23-24  Mid-Terms
6
Chapter 5
 Acquiring Sales Talent: Sales Management
Week
25-26 Recruitment and Analysis &
7
Selection Decisions

 Acquiring Sales Talent: Chapter 5

Article Sales Management
Week Recruitment and
27-28 reading/Case Analysis &
7 Selection…
Study reading Decisions

 Case study discussion

Week
29-30  Discussion on group
8
projects

Chapter 6.
 Continual Development Sales Management
Week
31-32 of the Salesforce: Sales Analysis &
8
Training Decisions
 Continual Development Chapter 6.
Article Sales Management
Week of the Salesforce: Sales
33-34 reading/Case Analysis &
9 Training continue…
Study reading Decisions

Week
35-36  Case study discussion
9
 Chapter 7.
 Sales Leadership, Article Sales Management
Week
37-38 Management, and reading/Case Analysis &
10
Supervision Study reading Decisions
Chapter 7.
 Sales Leadership, Sales Management
Week
39-40 Management, and Analysis &
10
Supervision Decisions

Week  Discussion/Review of
40-40
11 Group Projects

Chapter 8
Week  Motivation and Reward Sales Management
41-42 Analysis &
11 System Management
Decisions
Chapter 8
Article Sales Management
Week  Motivation and Reward
43-44 reading/Case Analysis &
12 System Management
Study reading Decisions
Sales Management
Week Analysis &
45-46  Case/Article discussion Decisions
12

Week
47-48  Mid-Terms
13

Week
49-50  Mid-Terms
13

Chapter 9
 Evaluating the Sales Management
Week
51-52 Effectiveness of the Analysis &
14
Organization Decisions
Chapter 9
 Evaluating the Article Sales Management
Week
53-54 Effectiveness of the reading/Case Analysis &
14
Organization Study reading Decisions
 Sales Management
Week Analysis &
55-56  Case/Article discussion Decisions
15

Week  Group Project

57-58
15 Presentations

Week  Group Project

59-60
16 Presentations