INSTITUTE OF INFORMATION AND MANAGEMENT, NEW DELHILESSON PLAN FOR MARKETING MANAGEMENT-II

Programme: BBA Paper Code: 303Semester: V Academic Year: 2011-12

Lecture No

Details of the Topic/ Subtopics to be covered

Methodology Ref/TextBook

Date of Delivery

L1 Unit I Marketing Planning: Overview of basic principles of marketing

Lecture Text1

L2 Introduction to Strategic Planning Lecture Text1, Ref 2L3 Marketing Planning – concept, Defining a

market oriented missionLecture Text1

L4 Marketing Planning- Setting Company objectives and goals, designing business portfolio

Lecture Text1, Ref 2

L5 Marketing oriented strategic planning – customer driven marketing strategy, Market Segmentation

Lecture Text1, Ref 2

L6 Marketing oriented strategic planning- Developing an integrated marketing mix

Lecture Text1

L7 Strategic Marketing Planning Models, Developing Marketing plans and programmes

Lecture Text1, Ref 2

L8 Case Study CSL9 Revision

L10 Class Test-IL11 Unit II Consumer Behavior Model of

consumer behaviorLecture Text 1

L12 Factors influencing Buying Behavior – Cultural, Social

Lecture Text 1

L13 Factors influencing Buying Behavior – Personal, psychological

Lecture Text 1

L14 The Buyer Decision Process Lecture Text 1L15 Types of buying decision behavior-

complex, dissonance reducingText 1

L16 Types of buying decision behavior- habitual, variety seeking

Lecture Text1

L17 Factors influencing Industrial Buying Behavior

Lecture Ref 4

L18 Industrial buying decision making process Lecture Ref 4L19 External and Internal factors influencing

industrial buying decisionsLecture Ref 4

L20 Case Study CSL21 RevisionL22 Unit III Sales Management - Meaning

Evolution of Sales ManagementLecture Text2 , Ref 1

L23 Objectives of SM Lecture Text2, Ref 1L24 Sales Organization-

Purpose of Sales OrganizationLecture Text 2

L25 Setting up a Sales Organization Lecture Text 2L26 Types of Sales Organization-

Line Sales OrganizationLecture Text 2

L27 Line and Staff sales organization Lecture Text 2L28 Functional Sales organization Lecture Text 2L29 Committee Sales Organization Lecture Text , Ref 3L30 Steps in sales process Text 2L31 Salesmanship-

Definition, Essentials of SalesmanshipLecture Text 2

L32 Utility of Salesmanship Lecture Text 2L33 Sales Policies Lecture Text 2L34 Recruitment of Sales force-

Sources of Sales force RecruitsExternal Sources

Lecture Text 2, Ref 3

L35 Internal sources of Recruitment Lecture Text 2,Ref 3L36 The recruiting efforts of a company Lecture Text 2,Ref 3L37 Managing Sales force Lecture Text 2,Ref 3L38 Case Study CSL39 RevisionL40 Class test IIL41 Unit IV Sales Quotas-

ObjectivesTypes of Sales Quotas

Lecture Text 2

L42 Administrating the Sales Quota system

Lecture Text 2

L43 Sales Territories-Meaning and DefinitionReasons for establishing Sales Territories

Lecture Text 2

L44 Procedures for setting up sales Territories

Lecture Text 2

L45 Sales incentives Lecture Text2,Ref 2L46 Sales Negotiation Lecture Text2,Ref 1L47 Case Study CSL48 Revision ClassL49 Revision ClassL50 Revision Class

CS: Case Study

Name & Signature of Faculty Programme Director DirectorV G Smitha

TEXT BOOKS:

1. Kotler & Armstrong: Principles of Marketing Management, Prentice hall India 2. Gupta S L Sales & Distribution Management, Exel Books

REFERENCE BOOKS:1. Dr C B Gupta & Dr N Rajan Nair: Marketing Management, Sultan Chand &

Sons, 10th Edition2. Ramaswamy and Namakumari:Marketing Management,Macmillon India Ltd,3rd

Edition3. Dr Martin Khan:Sales and Distribution management,Excel Books4. Saxena Rajan , Marketing Management TMH