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, 1st Ed. 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.

Other readings:

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

Relevant websites:

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

Other Special References-

29

Harward Business Review Special Journal on Sales Managment, July-August, 2006

Use ful Articles related to Sales Management

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

3

DoS4

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)

NA

*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

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