PROJECT VIVA VOCE

Paper Code: 
BSG 318
Credits: 
2
Contact Hours: 
30.00
Max. Marks: 
100.00
Objective: 

COURSE OUTCOMES (COS):

Course Outcomes

 

Learning and teaching strategies

Assessment Strategies

 
 

CO 119: Discover various issues related to sales management and sales organization structure

CO 120: Discover and Examine the concept of Unique selling preposition.

CO 121: Develop knowledge about different types of interviews for acquiring sales positions.

CO 122: Examine the effect of various factors on the business environment.

CO 123: Develop knowledge about MNC’s.

 

Approach in teaching:

Interactive Lectures, Discussion, PPT, Sharing web links

 

Learning activities for the students:

Self-learning assignments, Role plays, presentation, case study discussions, Group Discussions.

Class test, Semester end

examinations, Quiz,

Solving problems in

tutorials, Assignments,

Presentation, Individual

and group projects

  

 

6.00
• Case Studies related to sales management, sales organizational structures, personal selling.
 
6.00
• Demonstration of personal selling of selected product - Every student will be required to choose a product of her choice, identify its USP, collect information about the product, identify its competitors and their offerings etc.
 
6.00
• Role play on different type of interviews for various positions in Sales department. 
 
6.00
• Case Studies/Group Discussions on Effect of Socio—Cultural Business Environment. Case Studies on Competition Act, 2002
 
6.00
• Discussion on Cases related to Merits and Demerits of MNCs
 
Essential Readings: 
• Cavale, K. K. H. V. M. Sales and distribution management: Text and cases. Tata McGraw-Hill Education.
• Ghosh, P.K. Sales Management - Text and Cases. Himalaya publication     
House.
 
 
 
References: 
 
• Calvin, Robert J. Sales Management, Tata McGraw-Hill
• Kapoor, R. Fundamentals of Sales Management. Macmillian Publishers India Ltd.
Sudha, G.S. Sales Management, Ramesh Book Depot, Jaipur
 
 
 
 e-RESOURCES
• Vikalpa (P+O) (http:// sagepub.com)
• Asian Journal of Management Cases (http:// sagepub.com)
• FIIB Business Review (http:// sagepub.com)
• Harvard Business Review (www.hbr.org)
 
JOURNALS
• Indian Journal of Marketing
• Journal of Marketing
• Marketing Management
• Prabandhan
Academic Year: 
2022-2023
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