TYBMS Sem V Subject: SALES AND DIST Un it No. Topics Plan Teaching Methodolog y Tim e Fra me Learning Outcome 1. Introduction to SALES MANAGEMENT Learning Objective Understand basic concepts and models. Highlights Nature evolution importance interface multidiscipl inary ucture distribution managemen t Reading and Reference Material Suggested to students for reference manan rishabh publication. Material available on net Contact Sessions Time frame and no. of lectures- 6 Interactive modes Power point presenta tions Debates 25-6- 19 An understanding of the basic concepts and ways of dealing in sales and dist. 2. Market analysis Learning Objective Understand basic concepts and ways Contact Sessions Time frame and no. of lectures- 6 15-7- 19 Improvement in effective understanding of market analysis
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TYBMS
Sem V
Subject: SALES AND DIST
Un
it
No.
Topics Plan Teaching
Methodolog
y
Tim
e
Fra
me
Learning
Outcome
1. Introduction to SALES MANAGEMENT
Learning
Objective Understand basic
concepts and
models. Highlights
Nature
evolution
importance interface multidiscipl
inary structure
distribution
managemen
t
Reading and
Reference
Material Suggested
to students
for
reference
manan
rishabh
publication. Material
available on
net
Contact
Sessions Time frame and
no. of lectures- 6 Interactive
modes Power
point presentations
Debates
25-6-19
An understanding
of the basic
concepts and
ways of dealing
in sales and dist.
2. Market analysis Learning
Objective Understand basic
concepts and ways
Contact
Sessions Time frame and
no. of lectures- 6
15-7-19
Improvement in
effective
understanding of
market analysis
Highlights Methods of
forecasting Sales quota Territories Process of
selling Selling
skils Differences
Reading and
Reference
Material Suggested
to students
for
reference
manan
rishabh
publication. Material
available on
net
Interactive
modes Power
point presentations
Debates
and various
aspects of selling.
3. Distribution management
Learning
Objective Understand basic
concepts of Highlights
Channel
managemen
t Resolution
of conflicts Channel
control.
Reading and
Reference
Material Suggested
to students
for
reference
manan
Contact
Sessions Time frame and
no. of lectures- 6 Interactive
modes Power
point presentations
Debates
5-8-19 An understanding
of roles of
channel
management.
rishabh
publication. Material
available on
net
4. Performance evaluation
Learning
Objective Understand
components of ,
methods of
performance of
sales and career
planning Highlights
Sales
performanc
e Sales revie
w . Sales
planning a
udit Ethics in
sales
Reading and
Reference
Material Suggested
to students
for
reference
manan
rishabh
publication. Material
available on
net
Contact
Sessions Time frame and
no. of lectures- 6 Interactive
modes Power
point presentations
Debates
10-9-19
An understanding
of
various compo
nents of
performance ,
methods of sales
evaluation
Subject- Service Marketing
unit topic learning objectives Time
teaching methodologies
1 Services - Meaning &
Characteristics
To develop understanding about various concepts of
Services to differentiate between
Goods & Services.
JUNE
Lecture method, Share relevant &
current Information on Service Sector
Goods V/S Services DEBATE
Classification of services
Be familiar with characteristics of
Services & the distinctive challenges
they pose
21-Jun
Importance of service sector to an economy
Service Marketing Triangle (MOT)
To Identify the role of services on the customers and
employees with the knowledge of the
principle industries in the service sector
24th June
Levels of Contact of Services
Understand how Service contributes to a country’s economy 24th June
Service Attributes
Figure out the managerial challenges
posed by services. 25th June
Zone of Tolerance
Identify the broad categories of Services
By Product Service Continuum
1st July
Consumer Behavior
Evaluate the role of service personnel in
creating a satisfactory experience.
2nd July
Service Encounters
Contrast how customer experience & evaluate high v/s
low contact services
8th July
Challenges of Services and Service
Guarantees
Enhance knowledge about emerging issues in the service sector.
9th July
2 7P’s of Service
Marketing
• Harnessing the extended marketing
mix • To understand the components of the expanded Service
Marketing mix • To understand what is a flower of service
• To outline the foundations of a
pricing tripod
• Learn the role of marketing
communication in services
15th July to 30th July
Discussion & PowerPoint presentations of students with the class about each sector
Balancing of Demand and Capacity
• Plan out strategies to synchronize old service capacity. 5th August
Branding of Services
• To understand the problems of branding
& services & its solutions
• To know how
service firms use different branding
strategies 6th August
Positioning of Services
12th August
3 Improving Service
Quality
Be familiar with dimensions of Service Quality. Technical and functional qualities.
13th August
Chalk & Talk methods, Vivas, Examples of service recovery in different sectors
Gap Model
To Know how to use the gap model for diagnosing and
addressing service quality problems 13th August DISSCUSSION
Improving productivity
To understand the process to turn the
quality of services of a firm. 19th August
Complaint Handling & Service Recovery
To understand why customers Complain
and how they respond to effective Service
Recovery
20th august to 30 th august CASE ANALYSIS
Fish Bone Diagram
3rd September
Service Profit Chain
16th September
4 Vision Mission
Strategy
What sets some companies apart from
their competitors is because of their vision and mission statement
16th septemnber to 18 th September
Discussion and lecture method.
Flowchart/ Benchmarking & Service Mapping
To know how to draw a flowchart
Develop a blueprint
23rd September to 25th September
Service Leadership
Appreciate the Marketing, operations &
HR management functions need to be
closely related. 30th
September
5 Case Analysis
OCTOBER
Discussion of Case and guidance on how to solve it. Prelims, problem solving & guidance sessions.
Subject- Stress Management
unit topic learning objectives Time
teaching methodologies
1
Stress- Concept, features, types of
stress
understanding stress,its relation, sources and
consequences. Using Work stress
Model Understanding burnout
and its impact
10th to 13th June
Chalk and paper
Relation between stressors and stress
Potential sources of stress
16th and 17th
June
Consequences of stress
Stress at work lace
24th June
impact of stress on
performance 24th June
ROLE PLAY
Work Stress model 25th June
Burnout - concept 1st July
Stress vs burnout 2nd July
2 Pre-requisites of
stress free life
Understanding some approaches to
management of stress like time management. Understanding the role
of organization in managing the stress of
its employees
8th July PRESENTATIONS
Anxiety 9th July
Relaxation
Time management
15th July to 30th July
DISSCUSION GROUPS
Approaches to time management
Stress Management 5th August
COLLABORATIVE PROBLEM SOLVING
Managing stress at
individual level 6th August
Role of organization in managing stress
12th August
Aprroaches to manage
stress AUDIO VISUAL TOOLS
3 Models of stress
management
Understanding the models of stress
management Meditation and other techniques of Stress
Management
13th August Discussions and presentation
General Adoption system
19th August
Measurement of stress
reaction 20th august to 30 th august
Stress Prevention
Mechanism 3rd September
REAL CASES
Stress Management
intervention 16th September
Meditation
CLASSES OUTSIDE CLASSROOM
Role of Pranayama, mantras, Nutrition,
Music, non violence in stress Control
16th septemnber to
18 th September PRACTICALS
4 Eustress
Understanding Eustress and stress management
therapy. Understanding the scope and future of stress management