ESSENTIALS OF

COORDINATION

ESSENTIALS OF
COORDINATION
Introduction ESSENTIALS OF
COORDINATION

 Effective selling depends on relationships and associations established by

sales department with customer and public.

 Sales managers require a close relationship with various stakeholders for

effective planning and administrating sales programs, which contribute to the
overall goals and objectives of the company.

 Sales manager must understand how other stakeholders influence his

progress and how they are influenced by it.

 For meaningful coordination, the course touches upon both formal and
informal coordination methods.
Course Objectives ESSENTIALS OF
COORDINATION

 To ensure students appreciate the importance of effective coordination and

it’s value in successful sales initiatives

 To develop an appreciation of the role of a Sales Manager as the CEO of his

area

 To identify the various stakeholders, their impact and influence on company

objectives.

 To identify and study the Best Practices for developing a strong skill and
knowledge base to ensure meaningful coordination with stakeholders.
 Pedagogy ESSENTIALS OF
COORDINATION

 An array of pedagogical methods is utilized, including :

 Case studies,

 Lecture-demonstrations

 Videos

 Team projects.
 Assessment Details ESSENTIALS OF
COORDINATION

Students will be evaluated on the following bases. The weightage given to each of
these units is listed below:

 Class Participation 10%

 Quizzes 10%

 Case Analysis/Discussions 20%

 Group project presentation 20%

 End Term Exam 40%

Session Plan
SESSION TOPIC AREAS COVERED
1 Introduction & Objectives of the Course • The Pivotal Role of Coordination
ESSENTIALS OF
• The specific details of the Course COORDINATION
• The Field Sales Manager’s Ecosystem
• Video – The Area Sales Manager
2 DuNova Case • Case Discussions and Learnings

3 The Role of a Sales Manager • Sales Manager as CEO of his Area

• Key focuses in executing his role
4 Case Study- • Listing of issues and probable solutions
NETAPP: THE DAY-TO-DAY OF A
DM
Session Plan
SESSION TOPIC AREAS COVERED
5 Areas of Coordination  Specifics of Coordination with :
ESSENTIALS OF
o Field Force COORDINATION
o Marketing
o Customer Service
o Finance/Accounts
o Production Planning
o Logistics
6 Areas of Coordination  Specifics of Coordination with :
o Information Technology
o Human Resources
o Legal
o Other External Stakeholders
o Channel Partners
Session Plan
SESSION TOPIC AREAS COVERED ESSENTIALS OF
7 The Role & Value of KPIs • What is a Key Performance Indicator ? COORDINATION
• The role of Tracking & Review in business.
• Why are KPIs set ?
8 The Role & Value of KPIs • The process of creating KPIs
• Examples of KPIs for each coordination area
9 The Knowledge/Skills required • Technical Skills
• Human Skills
• Conceptual Skills
10 The Knowledge/Skills required • Managing the Immediate Manager
• Managing the humdrum of Administration
• Managing Industrial Relations eg Unions, Laws etc
11 Guest Lecture from Pharma Sales • Technical Skills
Expert • Human Skills
• Conceptual Skills
12 Guest lecture from FMCG Sales Expert • Technical Skills
• Human Skills
• Conceptual Skills
Session Plan
SESSION TOPIC AREAS COVERED ESSENTIALS OF
13 Guest Lecture by SFA Software • Different SFAs and their applications in different COORDINATION
supplier Industries.

14 Group Presentations

15 Group Presentations

16 Group Presentations, Summing

up, End Term Discussions