SESSION PLAN AND PEDAGOGY MODULE I: PERSONAL SELLING & KEY ACCOUNT MANAGEMENT Day 1 Personal Selling Introduction

n (Lecture, Video & Exercise) Readings: 1. Know your sales aptitude (Exercise to be given in class) Deliverables: Nil Day 2 Influencing & Major Selling (Case) Readings: 1. Psychological Influence Strategies (case lets to be given in class) 2. Siebel Systems: Anatomy of a Sale - Part 1 & 2 (Case) 3. Shapiro, Benson P.; Ronald S. Posner (1976), Making the Major Sales, Harvard Business Review, March April, pp.68 - 78 4. Bonoma, Thomas V. (2006), Major sales Who really does the buying, Harvard Business Review, July August, pp. 172 181 Deliverables: Nil MODULE II: MANAGING SALES FORCE Day 3 Ethical Issues in Selling (Exercise) 1. George Marshall in Thailand (Exercise to be given in Class) Organizing and Personnel Issues (Case) Readings: 1. ENSR International (Case) 2. Chapter 1 from Charles Futrell Sales Management.
Deliverables:

Day 4

1. Answers to the questions on the case Setting Goals / Quotas (Exercise) & Territorialisation Readings: 1. Chapter 7 from Charles Futrell Sales Management. Leading Sales Force (Case) Readings: 1. I.M.A.G.E. International (Case).
Deliverables:

Nil

MODULE III: CHANNEL MANAGEMENT Day 5 Managing Channels & Conflicts (Case) Readings: 1. Cisco Systems: Managing the Go to Market Evolution 2. Strategic Channel Design (Paper)
Deliverables:

Day 6

Answers to the questions on the case Channel Management in Indian Context (Case & Video) Readings: 1. Candy and Chocolates India: Last Mile Distribution Challenge 2. Socially Responsible Distribution: Strategies for reaching the Bottom of the
Pyramid (Paper) Deliverables:

Answers to the questions on the case Discussion Questions. Note that all participants should submit the answers to the questions on the moddle. Submission of the answers should be not later than the beginning of the case session on that day. ENSR International Which of the proposed solutions do you favour and why? What is the ideal client for ENSR? Are they getting enough of their ideal clients? What is the ideal client for a CSC manager? Cisco Systems: Managing the Go to Market Evolution How have Ciscos channels evolved in the last 10-15 years? Why have they evolved that way? What does the future look like? What grade would you give Cisco for managing that evolution? Good or a bad? Why? Against the background of your answer to questions #1 and #2, how should Cisco distribute VoIP products? Through voice VARs? Data VARs? Or both? What are your reactions to the Pyramid model advanced in Figure C of the case? What is the core concept of the model? Is there an alternative evolutionary model that Cisco should adopt? Candy and Chocolates India: Last Mile Distribution Challenge Why CCI should invest in rural? What are the opportunities in rural markets for CCI? What are the barriers for CCI to distribution in rural markets? Describe confectionary market in India. How is the market different in urban and rural India? Does the case have any hero (case protagonist), a dilemma or potential solutions? Identify the criteria on the basis of which evaluation and comparison of alternatives (or potential solutions) for distribution should be made? Evaluate the alternatives for distribution on the basis of chosen criteria and find out which among the available options is best for CCI.

SALES AND DISTRIBUTION MANAGEMENT PROJECT ASSIGNMENT GUIDELINES Each participant should write a case study detailing the following 1. An experience that you have undergone in solving a problem related to sales or distribution management or an experience that your organization (past or present) has undergone in solving a problem related to sales or distribution management 2. Note that the problem should be of immediate past (at the most 6 months to one year back) 3. The case should have the following features a. The decision maker and his/her team members b. Problem (or decision) to be taken c. Brief background of the organization d. Details of the probable alternatives identified e. Data supporting the decision to consider the choice among the alternatives 4. It is advised to write the case in a dramatized format as you have all seen in several cases we have discussed so far. You may not write step by step as mentioned in the third point but follow your own structure. However, the steps mentioned in point 3 should fit into the format you have proposed to write. 5. The maximum page limit for a case is 4 pages, single space, 12 font size, Times New Roman font type 6. All the participants should submit their assignments latest by 30th of August, 2013.