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 [email protected]
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
