วันอังคารที่ 26 กรกฎาคม พ.ศ. 2554

Lovely Professional University, Phagwara INSTRUCTIONAL PLAN (for Lectures)

Lovely Professional University, Phagwara

INSTRUCTIONAL PLAN (for Lectures)

Term: ____2________

Course No. MGT-634 Course Title: Sales And Promotion Management L:3 T:1 P:0

Textbook: 1. Belch George E and Belch Michale, An Introduction to Advertisement and Promotions, Tata Mcgraw Hill.

2. Stiff, Cundiff and govoni, Sales Management, Perason education.

References: 3. Havaldar, K.K. and Cavale, V.M., Sales & Distribution Management, Tata McGraw-Hill, 1^stEd. 2008

4. Kotler Philip ,and keller, Kevin lane,”Marketing Management”,Pearson Education,12 edition

5. Manning, G L & Reece, B L., Selling Today, Pearson Education, Delhi, 2006.

Detailed Plan for Lectures

Plan for 12×L lectures: 6×L for before the MTE, 6×L for after the MTE. Provide for at least 2×L spill-over lecture.

Lecture No.	Topic	Chapters/ Sections of Textbook/ other reference¹	Assignment/ Task to be assigned to students		Pedagogical aid Demonstration/ case study/ images/ animations etc.⁵	Date Delivered²
Lecture No.	Topic	Chapters/ Sections of Textbook/ other reference¹	³	DoS⁴		Date Delivered²
1.	Integrated Marketing Communication:An Introduction	1:Chapter 1,pages 16-23, Other Reading-10,11			Case- Cadbury Manages a crisis with IMC(adv and promotion by kruti and alan)
2.	Tools for IMC: Promotional mix	1:Chapter 4,pages 36-72
3	Role of IMC in marketing,	1:Chapter -2			Case-Vip Remains Leader’Kal bhi,Aaj Bhi,Kal Bhi(adv and promotion by kruti and alan)
4	Developing and Managing an Advertisement Program	1:Ch-5,p 234-255
5	IMC planning process	1:chapter pages25-32
6	Advertisement Objectives, Deciding on the Advertisement Budget	1:Ch-3	A1
7	Advertising Agencies: Structure, Functions	1:Ch-3			Case-Delhi Advertising Agency(adv and promotion by kruti and alan)
8	Legal ,Ethical and Social Aspects of Advertising	1:Ch-28,p748-777 Other Readings-9,11 Web References-27			Useful Question Handling
9	Deciding Media Strategies,	1:Ch-10, p 298-331 Other Readings-12,13			Vedio case studies- Designing the portfolio of media strategies Web Refernces-26
10	Multi-Media Strategies	Other Readings-12
11	Print, Online, Electronic, Outdoor	1:Ch-12, p 407-425 1:Ch-15,p-484-508 1:Ch-13,p 433-437 Other Readings-12			Case-Divya Bhaskar Rocks The Gujrat News paper Market with its Launch(adv and promotion by kruti and alan)
12	Managing Sales Promotion: Concept, scope	1:Ch-16,			Case-Rasna Prankees Promotion(adv and promotion by kruti and alan)
13	Managing Sales Promotion: Role and Technique	1:Ch-16	A2
14	Direct marketing: role, objective , strategies	1:Ch-14,p462-480
15	Introduction to Catalogue Marketing, Telemarketing, M Commerce,	4:Ch-19, p 562 to 569 Web References-28			Useful Articles
16	Public relations, E- Marketing	1:Ch-17,p-562-577
17	Publicity & Corporate Advertising	1:Ch-17,p 579-593			Video Case-Dynamic Digital Advertising Corporate Product Sales Video Web Reference- 23
18	Evaluating Advertisement Effectiveness,	1:Ch-19
19	Evaluation of Print media.	1:Ch-12
20	Development and Role of Selling in Marketing	5:Ch1, Other Special references-29
21	Relationship between Selling and Marketing	5:Ch1,Other Readings-8			Case-Team Inc.(Sales Mgt by Cundiff)
22	Sales Management; Nature and Scope, Objectives	2:ch-1,Web References-17
23	Organizing Sales Effort	2:ch-10,11 Other Readings-14			Case-Leadership Challenge(Sales Mgt by Cundiff)
24	Sales organization structures	2:ch-7	A3
25	Sales effort in conformity with type of customer (individual or institutional)	5/Ch8(171-177)			Case- Deborash Karish(Sales Mgt by Cundiff)
26	Designing Compensation Plans	2:Ch-16
27	Administering Compensation Plans	2:Ch-16
28	Supervision of Salesmen ; Motivating Sales Personnel	5:Ch17 Other Readings-7			Video case –Motivating insurance Agent Web References-24
29	Conducting Sales Meetings and Contests	2:Ch18			Case-Bristol Laboratories Sales Mgt by Cundiff)
30	Preparation of Budget,	2:Ch20
31	Designing Territories	2:Ch22 Other Readings-16	A4		Case-Driskill Manufact’g Company(Sales Mgt by Cundiff)
32	Allocating Sales Efforts	2:Ch22 Other Readings-6			Case-Driskill Manufact’g Company(Sales Mgt by Cundiff)
33	Sales Analysis and Audit	2:Ch 23(576-586)			Case-Thompson Corporation(Sales Mgt by Cundiff)
34	Marketing Cost Analysis	2:ch-23			Case-Martin Package Co(Sales Mgt by Cundiff)
35	Sales communication: negotiation skills	Other Readings -15 Web references-25			Vedio case study- Vertis Communications Video
36	Initiating and closing sales calls	5:Ch13, 5 :Ch26,Web References -18
Additional material for spill over (for at least 2XL lectures)
37	GD on Successful AD Agencies
38	Media watch of surrogate and Viral Advertising
39	Advertising spectrum:A Beacon to Modern Markets				Other readings-11
40	Online Crisis Management				Other readings-12
41	Role play On Sales force Recruitment Strategy
42	Discussion on Use And Misuse of Reimbursements

Notes: 1. Use S. No. Of the readings above

2. To be filled in on the date of delivery of lecture by the instructor

3. Put assignment number from Assignment Table (below) against the lecture in which planned to be assigned (by co-ordinator)

4. To be filled in on the date of assignment (by the instructor)

5. Do not write Lecture, OHP, LCD projector etc.

Details of Assignments Planned:

Assignment No.	Details	Nature of Assignment	Expected outcome
1	To design a print add for a specific company/lpu, Which will cover the whole Components of print Add(Use of headings,sub headings,body,captions,colors Font size,font style,foot notes etc.)	Analytical And Creative	Creativity, crisp and short
2	Identify 1 tangible and 1 Intangible product/service. Identify sales promotion offered by the company, why these specific sales promotion offers are being offered. What according you could be the alternate promotion offers.(Identify individually for Dealers and customers)	Analytical	Good combination of various available media’s will come out.
3	In third assignment student will have to anlyse the sales structure and last five year trend of a specific company in terms of sales and find out the various significant parameters that plays a greater role to boost the sales of a company	Use primary data either directly from the company personnel or companies database to analyse sales structure and sales trend	Accurate Position of the sales of a specific company will come out along with reason that could be discussed in the class
4	In this assignment students have to select a company which engaged in channel sales;then they have to Personally meet with sales manager for analyzing how the company design various territories for the working of their channel partners	Student has to analyse the working of channels in the form of primary sales, secondary sales and tertiary sales and what type of compensation plan is required to motivate the channel.	Actual Working of telecom ,fmcg or such type of sector will help in their career growth
5	Case based Presentation(All cases mention in tut Plan)
6	Write up of Cases along with viva
7	Term Paper

Term paper to be allotted by lecture no. _____		Due date of term paper: 2 wks before the close of term

Scheme for CA: (out of 100)

Component	Frequency	Marks out of 100
Attendance		10
Homework based tests/quizes	2	20
Term paper	1	10
Assignments	4	40
Any other: (cases)	2	20

List of suggested topics for term paper [at least 15] (Student to spend about 15 hrs on any one specified assignment)

S.No.	Topic
1	An Interospection into the advertisement theory of Fmcg Product:A Case of Pen Industry.
2	To Analyse Working of Territory Based companies through personal visit (such as:- Telecom,Fmcg).It will include -how the company recruits a new channel -What parameters they considers while recruiting a new channel -Compensation plan for channel partner
3	Design a Alternative compensation plan for sales employees, after meeting with sales manager of Specific company so that it could enhance the performance of the employees
4	A look at strategies that sales managers can use to properly motivate and manage salespeople in the field
5	How telemarketing tactics involve Stalking potential customers in order to raise customer base
6	To Check the Effectiveness of Advertisement (all Type of advertisement such as- print ad,online ad etc)on the sales of the companies Product/services
7	A Paradine Shift in Communication ,Accentutaing the Perception of Youth of Punjab Regarding Product Placement in Hindi Movie
8	Each student will have to prepare a sales plan for which a specific product will be assigned to each student. Each student will have to do- a) Market Analysis b) Competitor Analysis c) Sales Goal Revenue d) Sales Goal Overall sales position plan
9	To meet the Area sales Manager and Identify-Essential educational qualifications for becoming a Sales Agent, Specific Training requirements for the job, Any certification Requirement, Essential Personality traits for becoming the sales agent.
10	Use of Multi Media Strategies for Specific company/Product/services
11	How CRM Strategies helps in increasing the sales of company
12	To Study and analyse the financial as well as non financial motivation factor of a specific company which helps in increasing the morale of the employess through the personal meet with sales people
13	One Brand would be allocated to each student, through out the semester he/she has to analyse all the tools which are used by the company ;Main parameter would be Objective of the add Celebreties used by company Media mix strategy Main focused IMC tool
14	Draw a promotional Strategy Plan(Use all IMC tools) for hypothetical product/Services which would be recommended by Instructor
15	Draw a Promotional Strategy for Educational Institution/LPu(Use all the IMC tools)

Instructional plan for Lab component (Only for courses with lab component as well as the lecture component)

*Attach for each experiment, the objectives and the complete list of equipment/ consumables requiredBreak-up of CA marks for each lab experiment NA

Proposed Changes from the standard pedagogy for the course:

_______________________

Prepared by (Instructional Planner: Name, signature & date)

Comments of HoFD(Chief Academic Officer

Signature & Date

Comments of Dean of Faculty

Signature & Date

Report

(to be filled by the instructor and submitted at the end of term to HoS through HoD)

Lectrures

S.No.	Innovation introduced [New pedagogy, new demonstration, case study, teaching aid, etc. NOT part of the instructional plan	Topic and lecture number where introduced

General Comments of the Instructor about the suitability of IP

Conduct of Tutorials

Tutorial no.	Date	Topics covered in the tutorial	Activities (like quiz, case study, doubt clearing, any other)
1		Bhaskar Rocks The Gujrat News paper Market with its Launch(adv and promotion by kruti and alan)	Warm up Case study
2		Print Add(Text Book-2)	Discussion on Actual Print Add with Theoretical concepts
3		Plastics Industries Inc(Text Book-2)	Case Based Presentation
4		Freito lays Inc(Text Book-2)	Case Based Presentation
5		VIP Remains Leader Kal bhi,Aaj Bhi,Kal Bhi(adv and promotion by kruti and alan	Case Based Presentation
6		Revision of Syllabi	Doubt Clearing Session
7		Belton Industries,Inc(Text Book-2)	Case Based Presentation
8		Motorola Canada(Text Book-2)	Case Based Presentation
9		Diamond Pump(Text Book-2)	Case Based Presentation
10		Selling the product	Role play
11		lpu	Designing visual adds
12		Revision of Syllabi	Doubt Clearing Session

General Comments of the lab Instructor about the suitability of IP or new pedagogy attempted in labs:

Syllabus coverage by one week before MTE

Satisfactory/ Lagging by lectures.

Syllabus coverage by two week before E TE

Satisfactory/ Lagging by lectures.

Syllabus Coverage Report

_ ______

Signature of Instructor & Date Signature of HoD & Date

Proposed Changes from the standard pedagogy for the course:

_______________________

Prepared by (Instructional Planner: Name, signature & date)

Comments of HoFD(Chief Academic Officer

Signature & Date

Comments of Dean of Faculty

Signature & Date

*Attach for each experiment, the objectives and the complete list of equipment/ consumables required

Report

(to be filled by the lab instructor and submitted at the end of term to HoS through HoD)

General Comments of the Instructor about the suitability of IP or new pedagogy attempted:

__

Signature of Instructor & Date .

Life Insurance Knowledge:Life Insurance , private, death, employee pensions and annuities,life insurance, educational, life insurance companies

S.No.	Journal articles as compulsory readings (Complete reference)
6	David Godes, Better Sales Networks, Harvard Business Review, July-August, 2006, pp.102-112
7	John. H. Fleming, Managing Your Human Sigma, Harvard Business Review, July-August, 2005, pp.107-114
8	Erin Anderson, How Right the Customer Should Be, Harvard Business Review, July-August, 2006, pp.59-67
9	Advertising Express,”Ghost Shoppers”January 2007. P-13 to 15
10	Advertising Express,”Integrated Marketing Communication “ july 2007. P-39 to 54
11	Advertising Express,” Anivertising”December-2006. P-13 to 18,p-26 to 30
12	Advertising Express,”Proximity Marketing” May-2007. P54 to 61
13	Advertising Express,”Spokes characters in Advertising” September-2007. P-3 to 18
14	Philip Kotler, Ending the War Between Selling and Marketing, Harvard Business Review, July-August, 2006 pp.68-78
15	David Mayer, What Makes a Good Salesman, Harvard Business Review, July-August, 2006, pp.164-171
16	Thomas. A. Banoma, Major Sales: Who Really Does the Buying?, Harvard Business Review, July August, 2006, pp.172-181

S.No.	Web address (Exact page address)	Salient Features
17	http://www.basic-stuff.com/business/salesmanship/	Provides information on Sales methods, Divisions of selling, Scope of salesman's activities, Sales preparation.
18	http://www.basic-stuff.com/business/salesmanship/sale-inception.htm	Provides information on how to initiate the call and manage the call.
19	http://www.businessweek.com	Latest business news and Media watch
20	http://www.business-standard.com/india/	Important for every manager. The site contains relevant and latest news on companies.
21	www.emeraldinsight.com	Access provided by university to the management and related research articles.
22	Ocw.mit.edu	Institutional free portal sharing information related to management and technology courses.
23	http://www.zeroonezero.com/video/corporate-sales/CS-case-study.html	Will helpfull in understanding corporate advertising
24	http://jagmediaagency.sulekha.com/blog/post/2008/10/motivational-video-film-for-insurance-agents.htm	Will provide information regarding how to motivate sales people
25	http://link.brightcove.com/services/player/bcpid2890952001?bctid=4254156001	Conversation regarding csales communication
26	http://video.aol.com/video-detail/how-to-put-an-advertising-portfolio-together/2424172589	Helpful conversion regarding various multiple media strategies
27	http://www.reelseo.com/legal-video-seo-rosenberg/	Useful question handling of various aspects of legal issues of Advertising
28	http://www.allbusiness.com/telemarketing/3179049-1.html?googlesub=telemarketing%20cases&gclid=CITplPiKmJgCFQ8wpAodm2xEmA	Use ful Articles related to telemarketing

วันอังคารที่ 26 กรกฎาคม พ.ศ. 2554