LESSON PLAN

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CONSUMER BEHAVIOUR

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COURSE RATIONALE:
The purpose of learning this course is to expose the students to the mindset of consumers and their buying behaviour. This subject helps
them to psyche the consumers mind as to what motivates them to buy, and answer the questions like, who, what, when, how, how much, where and
for whom.
COURSE OBJECTIVES:
After studying this course learners will be able to:
Develop the skills to Map the consumers mind set
Know, how consumer behaviour models illustrate the buyers behaviour
Distinguish between internal and external factors influencing buyer behaviour
Explain the influence of motivation, perception, personality, attitude, learning an self image and Life styles
Understand how family, reference group, socio-cultural and opinion leadership influences buying behaviour
Explain buying decision process
Expose to emerging issues in buying behaviour.

Unit

Sessions

1 &2

4&5

TOPICS

Concepts of Marketing (Revision)

Input /Student
Preparation

R2 : Page 363 368

Nature and Scope of Consumer Behavior

T1 : Page 7 -10

Why Study Consumer Behaviour?

T2 : Page 3 -8

Concepts and Dimension:

Consumer Needs and Wants

T1: Page 21-22

Process /
Methodology

Discussion

Discussion

Outcome/
Learning of the
unit

Basic Concepts
(Segmentation,
Brand Equity,
Perception..)
Conceptual
Skill

Perception

Reflection on the Communication

T1: Page 227 - 229 Student reading
and Conceptual
Skill
T1: Page 45 -47

Consumer Segmentation

T1: Page 9 -14

Learning and consumer involvement in purchase

T1: Page 83 - 86

Consumer Attitude

T1: Page 249 - 250

Socio - cultural and Economic dimension of

Consumer Behavior

T1: Page 443 -447

Case Discussion: Cadbury Dairy Milk

Chocolates - Changes Consumer Perception

R1: Page 293 -297

Personaity & Psychological Influence on

Consumer Psychographics

Discussion

Judgment
Decision
Making

and

Assessment
Method

Quiz/
Cross Words

News Paper
article assessment

Participation

II

10

11

Consumer behaviour:
Personality , Neo Freudian Theory and Trait
Theory, Brand Personality

T1: Page 213 -227

Psychographics - Roots of Psychographics,

Psychographics Segmentation Typologies

T1: Page 227 - 234

Consumer Motives:
Nature and Roles of Motives, Motivational
Strength, Needs versus Wants, Classification of
Consumer Needs, Maslow's Hierarchy of Needs

T2: Page 221 -327,

T1: Page 116 127

Perception of Consumer:
Perception, Perception process, Exposure,
Attention and Interpretation

T1: Page 45-47,

57-70

Learning of the Consumer:

Learning , Behavioural Learning Theories and
Cognitive Learning theory

T1: Page 82- 85,

92-93

Attitude: Power of Attitude, ABC Model of

Attitude, How do we form the attitude
(Personality , Neo Freudian Theory and Trait
Theory, Brand Personality -

T1: Page 249 -253

Self Image : Does Self Exist, Self Concept,

Virtual Identity, and consumption and SelfConcept, Gender difference in Socialization

T1: Page 164 -178

Life Styles: Who we are, what we do, Lifestyles T1: Page 469 - 473

Introspection and
Reflection of
Learning

Conceptual
reasoning

Quiz,

Study on why
Human behave
differently in a
situation Followed by
Discussion
Reflection on the
student reading

Debating and
Communication
Skill

Draft a report on
consumer
behavior towards
a product using all
the concepts

Application
Skill

Participation

Reflection on the
Student reading

Application
Skill

Introspection and

as Group Identities, Products are building blocks

of Life style

12

IV

13

14

Case Discussion: Lux - The Beauty Soap (

Consumer Belief and attitude formation)

R1: Page 299 - 301

Social Class:
Social Class Structure, Components of Social
class

T1: Page 447 -454

Status Symbol

T1: Page 462 - 465

Influence of Family:
Family Decision making- Consumption
related roles, Socialization of family members
Functions of Family
Family Life Cycle

15

Reflection on the
reading

Group Behaviour:
Group - Classification of group, Group
Properties

16

Reference Group, Types of Reference Group,

Influence of Reference groups

17

Cultural Influence :
Culture, Characteristics, Importance and

T1: Page 382 - 392

T2: Page 223 - 231

T2: Page 198 - 206

Discussion

News Paper
analysis

Judgment and
Decision
Making

Application
Skill

Individual
Communication
assignment
to Skill
study on society,
basic units, roles
through
student
observation

Reflection
learning

on Critical
Thinking Skill

Reflection

on Conceptual

T1: Page 406 - 409

T2: Page 84 -99

Participation

Identify
the
external
factors
that influenced the
purchase decision
of a family (
especially Student
family)

relevance of Culture to Marketing, Cultural

Values

IV

18

Nature of Sub-Cultures, Cross culture and Micro T2: Page 127 - 130
Culture

19

Case Discussion: Dove Hair Care - Western

Influence, Indian Values and Personality

20 & 21

Traditional Models of Consumer:

Microeconomic and Macroeconomic
Models
Behavioural Economics

22, 23 &
24

Contemporary Models:
The Nicosia Model,
Howard Sheth Model,
Engle-Blackwell-Miniard Model,
Webster and Wind Model of
Organisational Buying Behaviour

25

Case Discussion: Nescafe Instant Coffee (

Consumption Culture - Personal Factors in
Choice Decisions)

26

R1: Page 321 - 327

T2: Page 599 613

R1: Page 225 - 242

Learning

Skill

Discussion

Judgment and Participation

Decision
Making Skill

Group
Presentations

Analytical Skill

Applying the
Models to
business situation

Written Test open book

Quiz

R1: Page 311 - 316

Group Discussion

Judgment and
Decision
Making

Participation

Online and offline purchase decision Process

T1 : Page 295 297, 301 - 304

Technology
Skill

How do consumer decide alternatives

T1: Page 317-315

Discussion on the
changes in
purchase and
Why? How?

Report on
Emerging
Technology
(Open source)

27 & 28

Diffusion of Innovation: How do we decide to

adopt an Innovation?, Behavioural Demands of
Innovations, Prequisite for Successful Adoption,
The Fashion System

T1 : Page 557- 561

29

Managing Dissonance and Emerging Issues

30

Case Discussion: Maruti 800 Passenger Car - R1: Page 317 - 321
Consumer Decision Making

Reflection on
Learning

Creative
Thinking

Discussion

Judgment and
Decision
Making

Participation

Delivery mode: The course is discussed through a combination of Lectures - Case studies- Presentations, Field visits- Discussions and
Debates - Assignments-Mini Projects-Experiential Learning through Internships
TEXT BOOKS (T):
1. Michael Solomon 'Consumer Behaviour', 9th Edition, PHI Learning Private Ltd
2. David L. Loudon and Albert J Della Bitta, 'Consumer Behavior', McGraw Hill, New Delhi 2010.
REFERENCES (R):
1. Ramanuja Majumdar, Consumer Behaviour, PHI Learning Private Ltd, India, 2010
2. Philip Kotler, Kevin Lane Keller, A Frame Work for Marketing Management - 4th Edition - Pearson, 2011
3. Leon G.Schiffman and Leslie Lasar Kanuk, Consumer Behaviour, 10 Edition, Pearson Education, India, 2012.
4. Hawkins 'Consumer Behaviour- Building Marketing Strategy', 11th Edition, Tata McGraw Hill Pvt. Ltd. 2011.
Internal Mark: 50 Marks
Cycle Test
Surprise Test
Class Participation
Project
Model Exam

:
:
:
:
:

10 Marks
5 Marks
5 Marks
15 Marks
15 Marks

Total

50 Marks

LESSON PLAN

MB 13MM13

Marketing Research

LT PC
2

2 0 3

COURSE RATIONALE:
The purpose of learning this course is to equip the students with the skills of designing and implementing the marketing research programs
across the spectrum of marketing function in order to introspect, perceive, plan & design methodologies, analyze and solve day to day problems of
the organisation with regard to their marketing function.
COURSE OBJECTIVES:
After studying this course on Marketing Research the learners will be able to:
Develop a research plan for execution.
Comprehend and apply effective marketing research techniques to solve day to day marketing problems.
Develop and implement a marketing research program for providing solution to the managerial decision making function.
Set up a professional methodology and analytical procedure to scientifically arrive at solutions for business queries.
Learn the value of scientific research for problem solving and decision making.
Present the findings and results for managerial action to gain competitive advantage and stay ahead of competition.

UNIT

SESSION

TOPICS

Student

Learning/Process

Measurement

Preparation/Input

Revision-Marketing

Core basic concepts of

Marketing,
Contemporary issues
R1(2hrs)

/Output/
Feedback

Marketing-concepts, Objective patternmix,

Conceptual skill
Fundamentals, social
media marketing

Introduction-The
Research-Types
of
Role of Marketing ResearchResearchMarketing ResearchContemporary issues
on Market Research
B1-pg23-39(3hrs)

Functions and Role Group Discussionsof

marketing Comprehensive skill
research in real
world

The
Marketing
Research
Process,
Problem
Formulation.

Overview
of
Marketing
processproblem
identificationResearch questions
B1-pg41-51(3hrs)

Exercises focusing
Designing Research on writing Research
questions
by problems
and
Formulating
questionsResearch problem
Analytical skill

The Human Side of

Marketing Research:
Organizational and
Ethical Issues.

Scope and Importance

Designing Marketing
of
Marketing Significance
of Research Proposal
Research
Marketing Research- -Investigative skill
In the Organizations.
Ethical Values
Ethical Practices
B1-pg52-63(2hrs)

II

Research practices
B1-Pg62(2hrs)

Research
applications

Case method
-Decision
making
skill

6-7

Designing Research
Studies- Qualitative
Research- Secondary
Data Research in a
Digital Age

Research Design
Types of Research
design and their
applications Types of
Data collection
B1-pg81-95(4hrs)

Research DesignSampling-Data
coding-Secondary
data collectionReview of
Literatures

MCQs
-Communicative
skill

Research practice

Exercise 4.4
B1-pg89- (2hrs)

Application Of
Observation
Techniques

Research Exercise
Deductive skill

III

Case study-1

10

Analyzing - Survey Hypothesis

Sampling ,Sampling
ResearchObservationtechniques, Sampling
Conducting
control, Validity, test
Marketing
markets
Experiments.
B1-pg99-147(4hrs)

Differentiate types of Questionnaire

sampling design and Preparation
its application
-Communicative
skill

Data
collection Primary and
forms and methods
secondary data-

Sources of Data
collection

Research pracice7.2
-Analytical skill

Internal and External

source
B1-pg161-184(2hrs)
11

Questionnaire
Design.

Types of
questionnaire
Pilot survey
B1-pg186-209(2hrs)

Questionnaire design

Questionnaire
Preparation
-Exploratory skill

Attitude,
measurement,
scales

Application and
problems
-Problem solving
skill

Research
Applications

Case method
-Decision making
skill

12

Attitude
Different scales of
measurementmeasurement-scaling
comparative scaling
techniques
techniques
B1-pg219-231(3hrs)
13

Case study- 2

Market research
approach
B1 Pg255 (2hrs)

14

Graphic rating,
Attitude measurement semantic , staple and
for Non comparable likert, errors of
scaling
measurement-validity,
reliability
B1-pg233-266(3hrs)

Types of noncomparable scales,

validity, reliability

Types of scales,
error measurement
Inductive skill

IV

15

Sampling
Procedures.

Census,
Sample Sampling process, Quiz
,Types of sampling sampling
frame -conceptual skill
,Process in selecting ,types of sampling
sampling
B1-pg266-288(3hrs)

16

Sample
determination

size Estimation of sample

size-populationCross classification
universe
B1-pg289-303(3hrs)

Aptitude
testcomprehensive skill

17

Research practice

Statistical samples and Statistical

estimations
target markets
B1-pg300-301(2hrs).

Research exercise

18

Analysis
And Data analysis-type of Level
of Data analysis
ReportingBasic data, variables,
measurement, basic
Data Analysis
hypothesis testing
statistical analysis
B1-pg351-372(3hrs)

19

Testingfor
Differences between
Groups and
for
RelationshipsAmong
Variables

Two
independent Fundamentals on
samples-association
Inferential statistics
tests-analytical tools
B1-pg373-435(4hrs)

Communicating

Interpreting results,

Application oriented
problems

20

Research Results

Research report
preparation
B1-pg345-358(5hrs)

Presentation skills

Mini research report

Delivery mode:
The course is discussed through a combination of Lectures - Case Studies- Presentations, Industry visits, Field visits- Discussions and Debates Assignments-Mini Projects-Experiential Learning through Internships.
TEXT BOOK:
B1. Churchill, Lacobucci & Israel,'Marketing Research-A South Asian Perspective'Cengage Learning,India edition,2010.
R1 .Philip Kotler Kevin Keller, Marketing managementPearson-Fifth Edition 2012
REFERENCES:
1. G.C. Beri, 'Marketing Research', Tata McGraw-Hill Education.
2. Churchill, Lacobucci & Israel,'Marketing Research-A South Asian Perspective'Cengage Learning,India edition,2010.
3. Harper W. Boyd Jr, Ralph Westfall, Stanley F. Stasch, Richard D. Irwin Inc.,'Marketing Research text and cases',All India Traveller Book
Seller.
4. Raymond Kent, 'Marketing Research Measurement, Method and application', International Thomson Business Press.
5. William G. Zikmund, Barry J. Babin, 'Essentials of Marketing Research, International Edition, 5e, Cengage Learning
6. William G. Zikmund, Barry J. Babin, Jon C. Carr, Mitch Griffin, 'Business Research Methods, International Edition, 9e, Cengage Learning
METHOD OF EVALUATION:
Cycle Test

-10 Marks

Surprise Test-5 Marks

Class Participation- 5 Marks

Mini Project- 15Marks
Model exam-15 Marks

LESSON PLAN
MB 13MM09

RELATIONSHIP MARKETING

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COURSE RATIONALE:
The purpose of learning this course is to expose the students on the importance of relationship marketing in the face of intense competition
and information clutter from the businesses. This course lays the foundation for an in-depth understanding of how relationship marketing aids in
sustaining the market share .
COURSE OBJECTIVES:
After studying this course on Relationship Marketing the learner will be able to:
Know the foundation of relationship marketing
Learn the role of Relationship Marketing in the consumer market
Understand the buyer- seller relationship
Understand the dynamics of relationship in mass markets
Decipher the role of Information technology in RM
Undertake profitability analysis.
Develop skills to aid and sustain market share through Relationship Marketing.

S.No Session UNIT

1
1-3
Review

4-10

Topic
Marketing Concepts

1. Conceptual foundation of
Relationship marketing.

2.Relationship Marketing in
Indian context

11-16

II

1.Relationship Marketing of
Services

2.Relationship marketing in
Consumer markets

Student Preparation/Input
Update all concepts and
Models in Marketing
(REFER,TEXT -'A
framework for Marketing
management'-Philip Kotler
&Kevin lane Keller)
T3-Pg3-119
Refer T2 for concepts in
relationship marketing.

Process-Delivery
Discussion &QA
Session

Learning/Output/Skill
Conceptual Skill

Measurement-Feedback
Test/Feedback

Discussion & QA
Session

Conceptual Skill

Quiz

Each student to study a

units industry practices in
any sector and submit
report .
T3,Pg149-170
Case 1:Relationship
Marketing Thinking helps
Turnaround SASI(Pg3032,T2)

Report Submission
/Presentation

Awareness of Industry
Practices
Communication Skill

Evaluation of
Report/Feedback

T3,Pg171-207
Case 2:The beauty of
neighbourhood
networks(Pg38-40)

3.Buyer Seller Relationships

T3-pg245-270

Quiz on concepts
Case Analysis/
Discussion
Case Analysis/
Discussion
Q/A Session

Conceptual Skill
Analytical Skill
Application skill
Decision Making Skill
Elucidating skill
Communication Skill

Evaluate
Participation / Case
Analysis/Discussion

Test in unit I &

II/Feedback on
performance and Scope
for improvement

17-23

III
1. Relationship marketing in
Mass markets

2.Relationship marketing and

Marketing Strategy

S.No Session UNIT

5

24-26

IV

Topic
1.Relationship Marketing and
Distribution Channels

T3-Pg 327-427
Case 3:U Switch tackles
customer Inertia(Pg103104,T2)
T3-Pg 481-523
Case4:Customer loyalty at
Heinz(Pg131-132,T2)

Quiz on concepts
Case Analysis/
Discussion
Case Analysis/
Discussion
Q/A Session

27-30

1.Role of Information
Technology in building,
Maintaining & enhancing
relationships
2.Customer Profitability, Design
& Analysis

Evaluate
Participation / Case
Analysis/Discussion
Test in unit III/Feedback
on performance and
Scope for improvement

Student Preparation/Input

Process-Delivery

Learning/Output/Skill

Measurement-Feedback

T3-Pg209-270
Case5:Supplier
relationships at
Dell(Pg237-239)

Quiz on concepts
Case Analysis/
Discussion

Conceptual Skill
Analytical Skill
Application skill
Decision Making Skill
Elucidating skill
Communication Skill

Evaluate
Participation / Case
Analysis/Discussion

Q/A Session

Conceptual Skill
Analytical Skill
Application skill
Decision Making Skill
Elucidating skill
Communication Skill

T3-Pg525-563
Case6:Roy Hankinson
Ltd(Pg350-352)

Quiz on concepts
Case Analysis/
Discussion

T3-Pg565-586
Case7:Could a relationship
approach have saved
NCPM?(Pg328-330)

Q/A Session

Conceptual Skill
Analytical Skill
Application skill
Decision Making Skill
Elucidating skill
Communication Skill

Test in unit I &

II/Feedback on
performance and Scope
for improvement
Evaluate
Participation / Case
Analysis/Discussion

Test in unit I &

II/Feedback on
performance and Scope
for improvement
7

31-40

Mini Project Presentations

40-50

Review/Tests/Quiz/Debates/
Guest lectures

Industry Practices relating

to Relationship Marketing

Refer T1,T2.T3

Review/Discussion

Test/Quiz/Debates/
Guest lectures

Conceptual Skill
Analytical Skill
Application skill
Decision Making Skill
Elucidating skill
Communication Skill
Conceptual Skill
Application skill
Decision Making Skill
Elucidating skill
Communication Skill

Evaluate Project
Report/Presentation
Feedback on Projects

Evaluate
Test/Quiz/Debates

REFERENCES
T1.Biswas, 'Relationship Marketing: concepts,theories and Cases', PHI Learning Private Limited, 2011
T2.Mark Godson ,'Relationship Marketing' , Oxford University Press, 2009.
T3.Jagdish Sheth,Atul Parvatiyar, 'Handbook of Relationship Marketing'- Sage Publishing,2000
T4.Jagdish Sheth,Atul Parvatiyar, G Shainesh 'Customer relationship Management' -, Tata McGraw Hill 2001.
T5.Steve Baron, Tony Conway, and Gary Warnaby,'Relationship Marketing- A consumer Experience Approach', Sage Publishers, 2010
INTERNAL ASSESSMENT:
1.
2.
3.
4.
5.

Cycle Test 10 Marks

Surprise Test 5 Marks
Class Participation - 5Marks
Mini Project
- 15 Marks
Model Exam
15 Marks
-----------Total

50 Marks

MB13MM05

SALES MANAGEMENT

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LESSON PLAN

COURSE RATIONALE:
A sale is the act of selling a product or service in return for money or other compensation. Signaling completion of the prospective stage, it is the
beginning of an engagement between customer and vendor or the extension of that engagement. Sales management is one of the key components
that every business which relies on sales must practice. Sales management is the training and management of a sales staff, and the tracking and
reporting of the company's sales. It is important to a business because if the principles of sales management are practiced correctly, it can increase
your company's sales.

Session

Topics

Student
Prepara
tion /
Input

ProcessDelivery

Learning / Output
/Skill

Measuremen
t / Feedback

1-6

Evolution of the Sales

Department, Sales
Management- Definition,
Objectives of sales
management

Types of Personal Selling

objectives

B1: pg
1-5
(Handou
ts or
PPT to
be given
in
advance
)

Open Discussion

Open discussion

B1: pg
36
Case Study -1
(Handouts to be provided to
students)

7-12

Market Potential, Sales

potential , Sales Forecast
Analyzing Market
Potential

Market Indexes , Sales

Forecasting Methods

B1: pg
95-100
B1: pg
38-41

B1: pg
41- 54

Concepts learning
Industrial View
Flow of income
New Markets

participation

Concept learning
Delegation
Defining Goals
Capability of sales
force

participation

Discussio
n/Case
study
analysis

Conceptual skill
Analytical skill
Application skill
Decision Making
skill
Elucidating skill
Communication skill

Field
Group
Activity

Application skill
Decision making skill
Team building skill

report and
Viva.

Second
Activity

Conceptual skill
Application skill
Analytical skill

report and
Viva.

new ideas,
participation.

Determining SalesRelated Marketing

Policies.

13-18

Nature of Sales
Management Positions ,
Functions of the Sales
Executive ,Qualities of
Effective Sales
Executives.

Relations with Top

Management, Relations
with Managers
of other Marketing
Activities , Compensation
Patterns for Sales
Executives Purposes of

B1: pg
58-76

B1: pg
171-176

B1: pg
177-196

Field
work
within the
campus to
sell any
product of
their
choice.
Role play
conducte
d by
Visiting a
sales
organizati
on and
speak to
manager
and learn
about
financial
rewards
and
motivation
al aspects.

Debate

Analytical skill
Leadership skill
Intellectual skill
Team building skills

Viva.

Intellectual skill
Communication skill
Application skill

questionnaire
and choice of
role.

Application skills
Leadership skill
Interpersonal skill
Listening skill

quality of
points
delivery and
participation.

Sales Organization,
Setting up a Sales
Organization, Basic types
of Sales Organizational
Structures.
Field organization of the
sales department,
Schemes for dividing Line
Authority in the Sales
Organization.

Man power planning

skills
Recruiting skills

Test/Discussi
on/Quiz

Lecture
B1: pg
288-300

Discussio
n

B1: pg
301-311
Organization for
Recruiting and Selection,
The Pre-recruiting
Reservoir, Sources of
Sales Force Recruits, The
Recruiting Effort.

Presentati
on

B1: pg
313-339
Selecting Sales Personnel.

(Handouts to be provided to

test/quiz.

B1: pg
197-204

Personnel Management in
the Selling Field: Sales
Force Management, Job
Analysis, Job Description.

Case study -2

Listening skill

B1:pg24
0-243

Presentati
on

Concept learning
Pre-Recruiting
Reservoir
Various sources of
recruiting

Concept learning
Interviews
Application forms etc
Conceptual skill
Analytical skill
Application skill
Decision Making
skill
Elucidating skill
Communication skill

Test/Quiz.

Test/Quiz.

new ideas,
participation.

students)

19-24

Training , Motivation
And Compensation Of
Sales Force :
Building Sales Training
Programs , Defining
Training Aims ,Deciding
Training Content ,
Selecting Training
Methods .

B1: pg
341-353

B1:pg
355-365
Organization for Sales
Training, Evaluating Sales
Training Programs.

Motivation, Motivational
Help from Management.

Requirements of a Good

Case
study
analysis
and
discussion
Student
Presentati
on on
Legislatio
n needs,
organizati
onal
needs, job
or
functional
needs, or
individual
needs

Presentati
on
B1:pg
366-380

B1:pg

Student
Presentati
on on
theories of

Presentation skills
Communication skills
Stage presence

PPT Report
Collection

Communication
Skills
Presenting Skills

Test/Quiz

Communication
Skills
Presenting Skills

Viva and
Report
Submission

Communication
Skills

Viva and
Report
Submission

Sales
Compensation Plan
,Devising a Sales
Compensation Plan
,Types of Compensation
Plans - Fringe Benefits.

Case Study- 3

383-397

motivation
.

Student
Presentati
on
B1:pg
459-60

Presenting Skills

Analytical skills,
Stage presence
Decision making
Skills

New ideas,
Participation

(Handouts to be provided to
students)

25-30

The Sales Budget:

Purpose of the Sales
Budget, Form and
Content, Budgetary
Procedure.
Quotas: Objectives in
using Quotas , Types of
Quotas and Quota-Setting
Procedures .

Sales Territories: Sales

Territory Concept
Reasons for Establishing
Sales Territories

B1: pg
525-535

Discussio
n and
Case
analysis
Mini
Project
(Group
activity)

B1:pg
536-554
Mini
Project
(Group
activity)
B1:pg
555-575
Mini
Project
(Group

Conceptual skill
Analytical skill
Application skill
Decision Making
skill
Elucidating skill

Conceptual skill
Analytical skill
Application skill
Decision Making
skill
Elucidating skill

Report
Submission

Report
Submission

Report
Submission

Procedures for Setting up

Sales Territories
Routing and Scheduling
Sales
Personnel.(6)

activity)

B1: pg
576-586

Sales control and cost

analysis
B1: pg
588-589

Mini
Project
(Group
activity)

Conceptual skill
Analytical skill
Application skill
Decision Making
skill
Elucidating skill

Case Study-4
(Handouts to be provided to
students)

31-40

41-50

Revision test and

Decentralized
test
Guidelines for Mini
Project/ Submission/Viva

T1
referenc
e

REFERENCE BOOKS:
1.Richard R. Still, Edward W.Cundiff & Norman A.P.Govoni; Sales Management
Prentice Hall of India , 5th Edition.
2. Robert.J.Calvin (2004) Sales Management,2nd edition, Mc-Grawhill Publications.

Discussio
n
Written
Test and
Viva
Project
Submissio
n

Report
Submission

New ideas
and
participation

Preparation for final

Exam
Internal
Marks

METHOD OF EVALUATION:
Cycle Test- 10 Marks
Surprise Test- 5 Marks
Class Participation- 5 Marks (It is the average of all n activities in which each activity is given out of 5)
Mini Project- 15 Marks
Model Exam- 15 Marks