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COURSE PLAN

Programme: Sales Distribution Management No: 60410


Name of the Instructor: Soumen Nandi
Name of Reference books:
Book No. 1: Sales Management by Tapan Panda and A Sachdev
Book No. 2: Sales Management by Havaldar and Cavale

Other relevant Suggested


No. of Unit Topic/Content to Name of case activities(GD/Team readings Page no. of
lecture No. be delivered study, if any Exercise/Seminar from Journal reference book
Magazines
Introduction to Sales
1 1
Management Page 1-7(1)
Sales forecasting
2 1 Page 63-73(1)

Methods of Sales Page 74-79 (2)


2 1
Forecasting
Organization of
Sales Territories & The Territorial Page 90-111(1)
3 1 Routing design of
German
Remedies
Recruitment of Sales Page 297-311
3 1 force (2)

Training – Objective Pg 328-344 (2)


2 1
and needs
1 1 Training Methods Pg 345-351(2)
Team Activity-
2 1 Understanding team
work.
What is motivation? 367-370 Pg (2)
2 2 Its Nature and
Importance
Process , factors Pg 378-385 (2)
2 2 influencing Sales
force motivation
Need for direction Pg 426-429 (2)
1 2 and control of sales
force
Process and Pg 197-203 (1)
1 2
Methods
Sales compensation- Asahi Glasses Pr 400-Pg 414
2 .2 Objective and
characteristics
Controlling Sales Pg 415-417
1 2
Expenditures
Selling Process-
Salesmanship and
2 3
qualities of a
salesman
2 3 Buyer seller Dyads Pg 24-27(1)
Buying motives and Pg 28-30
3
Selling
Prospecting a Pg 107-110(2)
customer
Approaches to sales Pg 114-118 (2)
3
presentation
Company and Pg 31-34(1)
3
product knowledge
Presentation Pg 37-40 (1)
3
planning
3 Objection Handling Pg 124-126(2)
4 Closing of Sales Pg 126 (2)
Methods of Sales Pg 46(1)
4
closing Pg 126(2)
Executing Sales Pg 127-129 (2)
4 Orders and follow-
up
5 Nature of a Salesman Pg 46-59(2)
5 Types of Selling Pg 4-6(1)
Personal Selling as a Pg 8-9, 20 (1)
5
career

Signature of HoD Signature of the Instructor


COURSE PLAN

Programme: Advertising and Brand Management No: BM- 4061


Name of the Instructor: Soumen Nandi
Name of Reference books:
Book No. 1: Advertising Management by Batra, Aaker and Myers Pearson Education
Book No 2: Advertising Management Jethwany and Jain Oxford Higher Education
Book No 3: Brand Management Kirti Dutta Oxford University Press
Other relevant
Suggested
activities(GD/T
Name of readings
No. of Unit Topic/Content to be eam Page no. of
case study, from
lecture No. delivered Exercise/Semin reference book
if any Journal
ar
Magazines
Advertisings role in 86-105 (BAM)
2 1
Marketing Process
Legal and Ethical aspects 446-468 (JJ)
1 1 in Advertising

Process of Presentation and


1 1 Communication: Wilbur additional sources
Schramm’s Model (handout)
Two step flow of Presentation and
2 1 communication . additional sources
(handout)
Theory of Cognitive 13( JJ)
2 1
dissonance
Stimulation of Primary Presentation and
2 2 and selective demand additional sources
(handout)
DAGMAR approach: 159( BAM)
1 2 Determination of Target
audience
Building of Advertising 429-453 (BAM)
Programme – Message,
Headlines, Copy , Logo,
3 2 Illustration, Appeal,
Layout;
Campaign Planning;
Media Planning,
Print vs. electronic 600-618(BAM)
1 2
advertising,
1 2 Budgeting. 562-590(BAM)
1 Experimental Designs; Presentation and
additional sources
3
(handout)

2 3 Presentation and
Advertising Organisation additional sources
– Selection (handout)
Compensation and
Appraisal of an Agency; 598-625(BAM)
Electronic Media
Buying.
Advertising campaign –
1 3 Advertising v/s
Consumer Behaviour.
Understanding Brands – 33-85 (KD)
Brand Hierarchy, Brand
2 4
Personality, Brand
Image,
Brand Identity, Aircel- 93-106( KD)
1 4 Building
Brand Equity
Brand Positioning; Brand 152-155, 212-221
Equity; Value Addition (KD), 331-341
1 4 (BAM)
from Branding – Brand-
Customer Relationships,
Brand Loyalty and 93-105 (KD)
Customer Loyalty;
1 4
Managing Brands; Brand
Creation,
Brand Extensions, 364-373(KD)
Brand-Product
2 4
Relationships,
Brand Portfolio;
Brand Assessment Airtel- 33-47 (KD)
through Research – Positioning
2 5 the brand
Brand Identity, Position,
Image,
Financial Aspects of Presentation and
Brands; Branding in Handouts
Different Sectors-
3 5
Customer, Industrial,
Retail and Service
Brands.

Signature of HoD Signature of the Instructor/s