LESSON PLAN MKT623 OCT21 - FEB 2022

Faculty of Business and Management
Universiti Teknologi MARA (UiTM)

LESSON PLAN
SEMESTER OCTOBER 2021 – FEBRUARY 2022

PROGRAMME BBA (Hons) Marketing
COURSE Sales Force management
COURSE CODE MKT623
CREDIT HOUR 4
SEMESTER 05

COURSE DESCRIPTION

The course encompasses the theoretical knowledge and practices of managing an effective
sales force suitable for current time. Discussion includes the sales manager’s job, sales force
management activities, working relationship with sales force and understanding of the sales
force personal selling activities, which has a direct link to the customers’ satisfaction and
retention.

COURSE OUTCOME

At the end of the course, students should be able to:

1. Analyse the theories and practices in management of sales force today. (PLO2) (C5)
2. Formulate ethical and professional sales force management decisions relating to current

issues. (PLO11) (A4)
3. Demonstrate sales force management activities verbally and in a written report. (PLO5)

(A3)

TEACHING METHOD:

• Interactive Lectures
• Presentation
• Collaborative Learning
• Project Based Learning

MKT623/FPP/UiTMJohor

Assessment 20% 30%
30% 70%
Test 20%
Group Assignment 100%

- Pair Assignment (Case Study)
- Group Assignment (Written report)
- Group Assignment (Sales presentation)
Total

LECTURER’S INFO

Name : Puan Norshahniza Binti Sahari

Room : B 021

Contact : 013-752 2227
Email : [email protected]

MKT623/FPP/UiTMJohor

LESSON PLAN

WEEK TOPICS CLASS ACTIVITY
1
Chapter 1: Introduction to Sales Management in The Ice Breaking
10- 14 Twenty-First Century Introduction of the
OCT
1.1 Introduction Subject
1.2 Key Trends Affecting Sales Organizations and
Briefing on
Sales Managers Today Assessment
1.2.1 Innovation Fuels Success in Selling Today
1.2.2 Sales Effectiveness is Enhanced through Entrance survey

Technology Textbook Chapter
1.2.3 Leadership 1
1.2.4 Global Endeavor
1.3 What is Involved in Sales Management?
1.4 Environmental Factors Impact Success in Selling
1.4.1 External Factors
1.4.2 Internal Factors

2 Chapter 2: The Process of Selling and Buying Entrance survey

17- 21 2.1 Key Drivers of Change in Selling and Sales Textbook Chapter
OCT Management 2
2.2 Selling as A Career
2.3 Selling Activities Briefing on
2.4 Types of Selling Jobs assignment
2.5 Stages in the Selling Process
2.6 Organizational Buying Process

2.6.1 Buying Centers and Selling Centers
2.6.2 Organizational Buying Decision Process
2.6.3 Organizational Buying Situations

3 Chapter 3: Strategies and the Sales Role in the Era Textbook Chapter
of Customer Relationship Management 3
24-28
OCT 3.1 Importance of Integrating Sales with Other Business

Functions
3.2 Customer Relationship Management

3.3 Importance of Market Orientation
3.4 Process of Strategy Development
3.5 Personal Selling’s Role in Marketing Strategy

3.6 Personal Selling in the Relationship Era
3.7 Personal Selling’s Role in the Marketing

Communication Mix
3.8 Improving Customer Satisfaction and Loyalty
through Feedback

4 Chapter 4: Organizing the Sales Effort Textbook Chapter
31 OCT – 4.1 Importance of Sales Organization Decisions 4

4 NOV 4.2 Purpose of Sales Organization
4.3 Horizontal Structure of Sales Force

MKT623/FPP/UiTMJohor

4.4 Organizing to Service National and Key Accounts

5 Chapter 5: The Strategic Role of Information in Textbook Chapter
7 – 11 Sales Management 5
NOV
5.1 Using Information in Managerial Decision Making
6 and Planning
14-18
NOV 5.2 Introduction to Market Opportunity Analysis
5.3 Methods of Sales Forecasting

5.3.1 Subjective Methods
5.3.2 Objective Methods
5.3.3 Choosing a Forecasting Method
5.4 Developing Territory Estimates
5.5 Sales Quotas
5.5.1 Purpose and Characteristics of Sales Quotas
5.5.2 Setting Quotas
5.6 Determining Sales Force Size
5.7 Designing Sales Territories

Chapter 6: Motivating & Leading the Sales Force Textbook Chapter
6&7
6.1 Expectancy Model
6.2 Impact of a Salesperson’s Personal And textbook
from Rosann L.
Characteristics on Motivation Spiro, Gregory A.
6.3 Career Stages and Influence on Salesperson Rich, William J.

Motivation Stanton,
6.4 Impact of Environmental Conditions on Motivation Management of a
6.5 Impact of Organizational Variables on Motivation Sales Force (refer

6.5.1 Leadership Approaches (**) Chapter 11)
6.5.1.1 Transactional
6.5.1.2 Transformational
6.5.1.3 Situational

6.5.2 Incentive and Compensation Policies

CUTI PERTENGAHAN SEMESTER

7 Chapter 7: Personal Characteristics and Sales Textbook Chapter
Aptitude 8
28 NOV-
2 DEC 7.1 Determinants of Successful Sales Performance
7.2 Characteristics of Successful Salespeople
7.3 Job-Specific Determinants of Good Sales
Performance

8 Chapter 8: Sales Force Recruitment and Selection Textbook Chapter
9
5 -9 DEC 8.1 Decision Process for Recruiting and Selecting
Salespeople TEST:
8.2 Responsibility for Recruiting and Selecting DATE and TIME
Salespeople will be advised
8.3 Job Analysis and Determination of Selection
Criteria later
8.4 Recruiting Applicants

MKT623/FPP/UiTMJohor

8.4.1 Internal Sources
8.4.2 External Sources
8.5 Selection Procedures
8.5.1 Application Blanks
8.5.2 Personal Interviews
8.5.3 Psychological Tests
8.5.4 Physical Examination
8.5.5 Offer of Employment

9 Chapter 9: Sales Training Textbook Chapter
10
12 – 16 9.1 Key Issues in Sales Training
DEC 9.2 Objectives of Sales Training Exit Survey
9.3 Development of Sales Training Programs
9.4 Training of New Sales Recruits
9.5 Training of Experienced Sales Personnel
9.6 Sales Training Topics
9.7 Sales Training Methods
9.8 Measuring the Costs and Benefits of Sales
Training

10 Chapter 10: Salesperson Compensation and Textbook Chapter
Incentives 11
19 – 23
DEC 10.1 Components and Objectives of Financial Exit Survey
Compensations Plans

10.2 Straight Salary, Straight Commissions and
Combination Plans

10.3 Sales Contests
10.4 Nonfinancial Rewards
10.5 Expense Accounts
10.6 Deciding on the Most Appropriate Mix and Level of

Compensation

CUTI KHAS PERAYAAN

11 Chapter 11: Evaluating Salesperson Performance Textbook Chapter
13
2–6 11.1 Performance versus Effectiveness
JAN’22 11.2 Measures to Evaluate Salesperson Performance Exit Survey

11.2.1 Objective Measures
11.2.2 Subjective Measures
11.3 360-Degree Feedback in Performance

12 Chapter 12: Ethical and Legal Responsibilities of Textbook from
Sales Managers (**) Rosann L. Spiro,
9 - 13 Gregory A. Rich,
JAN’22 12.1 Business Ethics and Sales Management William J. Stanton
12.2.1 Legal-Ethical Confusion
12.2.2 Pressure to Compromise Personal Ethics (2011).
12.2.3 Problem of Determining Ethical Standards Management of a
12.2.4 Ethical Situations Facing Salespeople Sales Force (Int’l

MKT623/FPP/UiTMJohor

12.2.5 Establish an Ethical Climate Ed.). McGraw-
Hill (refer

Chapters 17).

Exit Survey

13 & 14 1) GROUP PRESENTATION AND SUBMISSION OF GROUP
REPORT
16- 21
JAN’22 2) SUBMIT ASSIGNMENT 1 (PAIRING) ARTICLE REVIEW

23 – 27
JAN’22

CUTI ULANGKAJI

FINAL ASSESSMENT 7/2/2022 – 23/2/2022
(Not applicable to MKT623)

Recommended Text
Mark W. Johnston, Greg W. Marshal (2016). Sales Force Management: Leadership,
Innovation, Technology (12th Ed.). Routledge Taylor and Francis Group. New York
and London.

References
David Jobber , Geoffrey Lancaster (2015). Selling and Sales Management (10th Ed.) Pearson
Education Limited. UK.
John F. Tanner, Earl D. Honeycutt, Robert C. Erffmeyer. (2014). Sales Management:
Shaping Future Sales Leaders (2nd Ed.). Wessex, Inc.
Tom Bird, Jeremy Cassell (2014). Brilliant Selling. (2nd revised Ed). Pearson Education
Limited.
Stephen B Castleberry, John F Tanner (2013). Selling: Building Partnerships (9th Ed.)
McGraw-Hill Education.

MKT623/FPP/UiTMJohor

Tom Martin (2013). The Invisible Sale: How to Build a Digitally Powered Marketing and
Sales System to Better Prospect, Qualify and Close Leads. Pearson Education (US).
Mark W. Johnston, Greg W. Marshal (2011). Sales Force Management (10th Ed.). McGraw-
Hill.
**Rosann L. Spiro, Gregory A. Rich, William J. Stanton (2011). Management of a Sales
Force (Int’l Ed.). McGraw-Hill (**refer Chapters 11 & 17).

MKT623/FPP/UiTMJohor