T4 - SMBD - Batch 2020-22
T4 - SMBD - Batch 2020-22
T4 - SMBD - Batch 2020-22
1. Course Information
2. Course Overview
This course will discuss relevant sales management frameworks and examine their
application for practical sales situations. The course also focuses on imparting knowledge
related to attracting, developing, motivating and retaining performers and building teams. The
course would prepare the students for a career in sales.
3. Course Learning Outcomes (CLO)
After undergoing this course, the students will be able to:
CLO1: Summarize the role of sales executives (Understand-Factual)
CLO2: Demonstrate selling skills (Apply-Procedural)
CLO3: Reflect the knowledge of conceptual frameworks for sales management (Evaluate-
Metacognitive)
CLO1
CLO2 R
CLO3 R
** I: Introduced; R: Reinforced; E: Emphasised
GA 1: Self-initiative
GA 2: Deep discipline knowledge
GA 3: Critical thinking and Problem solving
GA 4: Humility, Team-Building and Leadership Skills
GA 5: Open and Clear Communication
GA 6: Global outlook
GA 7: Ethical competency and sustainable mindset
GA 8: Entrepreneurial and innovative
GA 1 GA 2 GA 3 GA 4 GA 5 GA 6 GA 7 GA 8
CLO 1
CLO 2 X X X
CLO 3 X
5. Reference/ Book
1. Havaldar K. & Cavale V.M., Sales and Distribution management, McGraw Hill, 3rd Edn.
2. Panda,Tapan K, and Sahadev Sunil,(2013), ‘Sales and Distribution Management, Oxford,
2nd ed.
3. Still, Cundiff, and Govni, (2011), Sales Management: Decision, Strategy and cases,
Pearson, 5th ed.
4. Ingram & Lafarge, Sales management: Analysis & Decision making, Cengage
Internet Resources
www.salesforce.com
It is a website which provides latest information on sales practices and procedures
followed by leading organization. A practical guide all sales related problem
www.sellingpower.com
The website updates students on recent articles and studies including white papers on
sales management. This is an online magazine which is quite informative in nature.
www.forbes.com
This online magazine gives tips on latest in sales management and business
development
6. Assessment Plan
8. Session Plan
9. Evaluation Rubrics
a. Rubrics for Reflective Notes (CLO1)
Criteria Below Expectations (BE) Meets Expectations (ME) Exceeds Expectations (EE)
Understanding and Has not understood the nature of Has understood the task but Understood and addressed task.
Addressing the task the task. Relies on information points selected are not always Information is appropriate and
copied from texts relevant or fully discussed relevant
Maximum marks (5) Key points organised to illustrate
points being made.
Structure and Content Information randomly Some structure but information Well structured, easy to follow.
presented. No sense of structure not always presented in a logical Addressed the task
order. Context and purpose
introduced but need further
Maximum marks (10)
clarification
Overall Reflection There is very poor integration Theory is not well integrated Theory is well integrated with
with theory which lacks with research/evidence/examples.
research/evidence/examples. research/evidence/examples. Learning and the benefit of
The summary of reflection is The summary of the benefits of reflection well summarised
Maximum Marks (5)
poor the reflection is very basic
Excellent product knowledge was Adequate product knowledge was Poor product know
competitor
Content:
Relevant questions were asked to Many Irrelevant questions were asked to Relevant questions we
Organization:
2 Excellently Exhibited skills in Skills in order to overcome customer Poor Skills in overcom
overcoming customer objections objections were average objections
Organization:
Exhibited convincing power while Exhibited adequate convincing power Lacked convincing p
appropriate volume, tone & pronunciations were incorrect & the pronunciation and
communication
20 Marks
It is the responsibility of every student to be aware of the requirements for this course, and
understand the specific details included in this document. It is emphasized that this course
requires a significant commitment outside of formal class contact. The learning tasks in this
course may include classes (lectures or seminars), required reading, the preparation of
answers to set questions, exercises and problems and self-study. In addition, students may be
required to complete an assignment, test or examination.
LMS-Moodle/Impartus:
LMS-Moodle/Impartus is used to host course resources for all courses. Students can
download lecture, additional reading materials and tutorial notes to support class
participation.
Late Submission
Assessment tasks submitted after the due date, without prior approval/arrangement, will be
not be accepted. Requests for extension of time must be made with the faculty member
concerned and based on Special Consideration guidelines.
Plagiarism:
Plagiarism is looked at as the presentation of the expressed thought or work of another person
as though it is one's own without properly acknowledging that person.
Cases of plagiarism will be dealt with according to Plagiarism Policy of the institute. It is
advisable that students should read Student Handbook for detailed guidelines. It is also
advisable that students must not allow other students to copy their work and must take care to
safeguard against this happening. In cases of copying, normally all students involved will be
penalised equally; an exception will be if the student can demonstrate the work is their own
and they took reasonable care to safeguard against copying.