IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE

AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

Course Outline
College : College of Business Administration Department : Business Administration
Program : BBA Semester : Summer 2021
Course Code : MKT 303 Course Title : Salesmanship and Sales
Management
Credit Value : 3.0 Contact Hours : 3 Hours/Week
Pre-requisite : MKT 301 Co-requisite : None

Course Type:

Status Core
Elective √
Format Theory √
Lab
Course Objectives Recognize the key drivers of change in selling and sales management. 2.
Understand the best practices in selling that lead to exceeding customer
expectations. 3. Explain the historical basis for stereotypical views of selling in
society. 4. Point out a variety of reasons why sales jobs can be highly satisfying.
5. Identify and explain key success factors for salesperson performance. 6.
Discuss and give examples of different types of selling jobs. 7. List and explain
the role of various participants in an organizational buying center. 8. Outline
the stages in organizational buyer decision making. 9. Point out the nature of
different organizational buying situations.
Course Catalog This course is meant to be an introduction to a career in sales. Unlike many courses
Description here at The University of Florida, this is primarily an applied experience. Despite this
applied approach, there are still some theoretical and conceptual ideas to discover
throughout the semester, and many of the theories you’ve covered in courses such as
Principles of Marketing, Consumer Behavior, and even Marketing Management will be
used. By the end of this course, you will have a firm understanding of general sales
concepts, personal/professional management, sales management, and personal
selling. It is my goal by the end of this course to make you a confident seller. You will
find the skills from this class useful in many areas of your professional life, even if you
have no plans to launch a career in sales. In order to facilitate this type of skill learning,
treat this course as a business meeting, and me as your CEO/President. We will engage
in role-plays, projects and discussions conducive to your growth as a professional.
Please see the objectives on the first page for some details of what we will cover.
Teaching-Learning Lecture, notes, practice problems, assignment, Case study analysis, Group discussion, written
and assessment class test, oral exam.
strategy

Page 1 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

Total Student Learning Time (SLT)

Teaching-Learning Activities SLT (Hours)

Face-to-Face Learning Lecture-Based Learning 18
Student-Centered Learning
i. Active Learning 18
ii. Project-Based Learning
iii. Laboratory
Self-Directed Learning Non-Face-to-Face Learning Activities 30
Revision 15
Assessment Preparations 30
Formal Assessment Continuous Assessment (Class Test, Viva) 4
1st Term Examination 1
Mid Term Examination 1
Final Examination 3
Total 120

Text Books

Sl. Title Author Edition Year Publisher

No. Published
1. 10 th 2016
Selling: Building Castleberry, Tanner, ed. Pearson
Partnerships Weitz

Reference Books

Sl. Title Author Edition Year Publisher

No Published
.
1. Sales Management: Sales Management: 5th ed. 2012 Prentice hall
Decision, Strategies Decision, Strategies
and Cases and Cases

Evaluation

First Term Exam 20%

Mid-Term Exam 20%
Final Exam 35%
Class Test 10%
Assignment 10%
Attendance 05%
Total 100%

Page 2 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

Mapping of the Course Learning Outcomes (CLOs) to the Program Outcomes (POs):
Upon successful completion of this course, the students will be able to:

Bloom’s Taxonomy Domain/Level Delivery Assessment

CLOs
Cognitive Affective Psychomotor Methods Tools 1 2 3 4 5 6 7 8 9 10 11 12 13
1. Identify the basic C1 Identify Lectures, Practice Assignment,
elements C2 Comprehends Problems, Oral Exam,
Group discussion Written Test ü ü ü ü ü
on contemporary
issues and cases
2. Explain the C1 Describe Lectures, Practice Assignment
various concepts and C2 Explain Problems, and Oral
strategies Group discussion Exam, Written ü ü ü ü ü ü ü
on contemporary Test
issues and cases
3. Apply the common C1 Recall P7 Origination Lectures, Practice Written Test
methods and models C2 Interprets Problems and
C3 Apply Assignment
ü ü ü
C5 Justify
C6 Create

4. Analyze C4 Analysis A4 synthesis P3 Reproduced Lectures, Practice Written Test

Situations C5 Synthesis Problems and ü ü ü ü ü ü
Assignment
5. Solve problems C1 Recall P7 Origination Lectures, Practice Written Test
based on situations C2 Interprets Problems and
ü ü ü
C3 Apply Assignment
C4 Analysis
6. Control C1 Recall Lectures, Practice Written Test
C2 Interprets Problems and
ü ü ü ü
C3 Apply Assignment
C5 Justify
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

Program Outcomes (POs):

Upon successful competition of BBA program, the students will acquire the following graduate attributes:
Program Outcomes Graduate Attributes
(POs)
PO-1  Knowledge
Demonstrate familiarity with established knowledge in the fields of business studies and
awareness of contemporary development therein.

PO-2  Practical Skills

Use skills (practical and technical) acquired in business studies for professional and personal
development as well as capitalize business opportunities locally and globally.

PO-3  Problem Solving and Scientific Skills

Analyze business environment critically and demonstrate skills in crafting, executing and
evaluating business strategies creatively.

PO-4  Communication
Cooperate with others and apply knowledge of business studies in a socially responsible
manner for the progress of the nation and the human kind.

PO-5  Social skills and Responsibilities

Develop empathy and listening skill and apply knowledge of business studies with
commitment to social responsibility for the progress of the nation.

PO-6  Value, Attitudes and Professionalism

Uphold ethics and professionalism in the work place and everyday life while communicating
with people having diverse backgrounds.
PO-7  Information Management and Lifelong Learning Skills
Use ICT skills in information management and apply effective methods for continuous
professional development.
PO-8  Managerial and Entrepreneurial Skills
Apply basic managerial and entrepreneurial skills in dealing with business.
PO-9  Leadership and Team Skill
Demonstrate initiative and leadership skills in group activities.
PO-10  Modern Tool Usage
Create, select and apply appropriate techniques, resources and modern tools in solving
Business related problems with an understanding of the limitations.
PO-11  Project Management and Finance
Demonstrate knowledge and understanding of the management principles and apply these to
one’s own work as a member or a leader of a team to manage projects in multidisciplinary
environments.
PO-12  The Business Graduates and Society
Apply reasoning informed by contextual knowledge to assess societal, health, safety, legal
and cultural issues and the consequent responsibilities relevant to practice.
PO-13  Contemporary Issues
Demonstrate knowledge of contemporary issues

Page 4 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

Bloom's Taxonomy Indicators

The Cognitive Domain
C1-Remembering: Recall or retrieve previous learned information.

C2-Understanding: Comprehending the meaning, translation, interpolation, and interpretation of instructions and
problems. State a problem in one's own words.

C3-Applying: Use a concept in a new situation or unprompted use of an abstraction. Applies what was learned in the
classroom into novel situations in the work place.

C4-Analyzing: Separates material or concepts into component parts so that its organizational structure may be
understood. Distinguishes between facts and inferences.

C5-Evaluating: Make judgments about the value of ideas or materials.

C6-Creating: Builds a structure or pattern from diverse elements. Put parts together to form a whole, with emphasis on
creating a new meaning or structure.

The Affective Domain

A1-Receiving Phenomena: Awareness, willingness to hear, selected attention.

A2-Responds to Phenomena: Active participation on the part of the learners. Attend and react to a particular
phenomenon. Learning outcomes may emphasize compliance in responding, willingness to respond, or satisfaction in
responding (motivation).
A3-Valuing: The worth or value a person attaches to a particular object, phenomenon, or behavior. This ranges from
simple acceptance to the more complex state of commitment. Valuing is based on the internalization of a set of
specified values, while clues to these values are expressed in the learner's overt behavior and are often identifiable.
A4-Organization: Organizes values into priorities by contrasting different values, resolving conflicts between
them, and creating a unique value system. The emphasis is on comparing, relating, and synthesizing values. 
A5-Internalizes Values (characterization): Has a value system that controls their behavior. The behavior is
pervasive, consistent, predictable, and most important characteristic of the learner. Instructional objectives are
concerned with the student's general patterns of adjustment (personal, social, emotional).

The Psychomotor Domain

P1-Perception (awareness): The ability to use sensory cues to guide motor activity.  This ranges from sensory
stimulation, through cue selection, to translation.
P2-Set: Readiness to act. It includes mental, physical, and emotional sets. These three sets are dispositions that
predetermine a person's response to different situations (sometimes called mindsets).
P3-Guided Response: The early stages in learning a complex skill that includes imitation and trial and error.
Adequacy of performance is achieved by practicing.
P4-Mechanism (basic proficiency): This is the intermediate stage in learning a complex skill. Learned responses have
become habitual and the movements can be performed with some confidence and proficiency.
P5-Complex Overt Response (Expert): The skillful performance of motor acts that involve complex movement
Page 5 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

patterns. Proficiency is indicated by a quick, accurate, and highly coordinated performance, requiring a minimum of
energy. This category includes performing without hesitation, and automatic performance. 
P6-Adaptation: Skills are well developed and the individual can modify movement patterns to fit special
requirements.
P7-Origination: Creating new movement patterns to fit a particular situation or specific problem. Learning
outcomes emphasize creativity based upon highly developed skills.

Course Timetable:

Section Day Time Room No

Sun 3:20-4:20 pm 513
Wed 3:20-4:20 pm 707
Thu 3:20-4:20 pm 606
Lecture Schedule

Chapters Topical Coverage Case study/Review Schedule

Question/Exercise/Quiz
Chapter 1. Selling and Why learn about Personal Case 1.2 Salespeople, Lectures 1-2
Sales People Selling? Methods of Direct Mail, or the
Communicating with Internet?
Customers, Strengths and
weaknesses of Communication
Methods, Integrated Marketing
Communication, Roles of
Salespeople, Characteristics of
Successful Salespeople
Chapter 2. Building The evolution of Personal Case 2.1 Old account or Lectures 3-4
Partnering Selling, Types of Relationships, lost account?
Relationships Partnerships, Relational
Partnerships, Strategic
Partnerships Characteristics of
Successful Relationships, Phases
of Relationship Development,
Managing Relationships and
Partnering
Chapter 3. Ethical and Case 3.1 Headhunting Lectures 5-6
Legal Issues In Selling
Chapter 4. Buying , Types of Customers, Case 4.1 General Electric Lectures 7-9
Behavior and the Organizational Buying and streamlines its purchasing
Buying Process Selling, Supplier Evaluation and practices
Choice, Trends in Organizational
Buying
Review class, 1 term exam, and 1st Presentation, (unofficially on day of 10th, 11th, 12th and 13th classes)
st

Chapter 5. Using Case 5.1 Arco Lectures 14-15

Communication
Page 6 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

Principles to Build
Relationships
Chapter 6. Adaptive Types of presentations, Case 6.1 Using the social Lectures 16-18
Selling and for Knowledge and Adaptive style matrix to develop
Relationship Building Selling, The Social Style Matrix, sales presentations
Training system for developing
Adaptive selling
Chapter 7. Prospecting Importance of Prospecting, Case 7.1 3M’s Digital Lectures 19-21
Characteristics of a good Library Assistant
prospect, How and where to
obtain prospects, Overcoming a
Reluctance to Prospect
Chapter 8. Planning Why Plan the sales Call, Case 8.1 Caterpillar wheel Lectures 22-23
the Sales Call Obtaining pre-call Information, loaders
Setting Call Objectives, Making
an Appointment, Telephoning
for Appointment, Additional
Planning
Review class, Mid-term exam and 2nd presentation, (unofficially on day of 24th, 25th and 26th classes)
Chapter 9. Making the Making a good impression, Case 9.1 Sony handycam Lectures 27-30
Sales Call Identifying the prospect’s camcorders
Needs, Offering a solution to
the buyer’s need, Selling to
groups
Chapter 10. Characteristics of a strong Case 10.1 Boeing 717 jets Lectures 31-32
Strengthening the presentation, How to
Presentation strengthen the presentation,
Dealing with jitters
Chapter 11. When do buyers raise Case 11.1 Calaway park Lectures 33-35
Responding to objections? Common
Objections objections, Preparing to
respond, Effective response
methods, The price objection,
Dealing with tough customers
Chapter 12. Obtaining Financial terms and conditions, Case 12.1 Ericsson Lectures 36-39
commitment When to attempt to obtain
commitment, How to
successfully obtain
commitment, Effective
methods, If commitment is
obtained? If commitment is not
obtained? Bringing the
interview to a close
Final Exam (unofficially on day of 40th, 41st and 42nd classes)

Page 7 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

General Policies of the Instructor

Academic Offenses: The students and faculty are jointly responsible for the academic standards and reputation of the
university. It is well recognized that intellectual honesty is the basic requirement for development and acquisition of
knowledge. Intellectual honesty is a pre-requisite for continued membership in the university community.
Forms of intellectual dishonesty are plagiarism, cheating in examinations, aiding and abetting cheating, and the use of
assignment prepared by others, impersonation of another student at an examination, misrepresentation of information,
falsification of academic records, and unruly behavior with the instructor.
If a student is detected by the instructor in committing an academic offense, it may result in an "F" grade for the course or
even dismissal of the student from the university.

Dress and Behavior Code: All students must strictly follow the Dress and Behavior Code (DBC) of IUBAT. The student
not following proper dress code will be warned first and habitual DBC breaker may be denied entry/ejected from the
classroom and thus will be counted as absent.

Interactive Classroom Engagement Activities: It is expected that students will be adequately prepared for all classes
before the class lecture so that they can participate when appropriate. In this process, there will be a class Convener and
Rapporteur from the students for every class throughout the semester. Each and every students of the course will be
selected as Convener and Rapporteur according to a specific schedule by the Course Leader. The Convener and
Rapporteur will conduct a wide range of activities in the class starting from conducting the Pledge of the IUBATIANS up
to the announcement of the next Convener and Rapporteur. The process will be as follows:

(i) Role of the Convener: The Convener of the day will welcome all present in the class and lead the pledge. First s/he
will request the Rapporteur of the last class session to make a brief presentation on the summary of the topic covered in
the last class. The Convener will invite for any comments or additions from the participants in the class. Following this
s/he will announce the topic of the day and invite instructor to conduct the class. S/he will give reminder alarm 5 minutes
before the end of the lecture time of the speaker. The Convener of the day will also propose a vote of thanks and
announce the name of the Convener and Rapporteur for the next class session and introduce them.

(ii) Role of the Rapporteur: The Rapporteur of the designated class will make the presentation on the summary of the
topic covered. The Rapporteur of the day will take notes during the class to make summary of the class for next day
presentation.

(iii) Role of the Participants: The participants will learn by evaluating the performance of the Convener and Rapporteur.
They will also participate and raise issues when necessary. And by doing so, they will get involved in training task, learn
and demonstrate leadership qualities.

(iv) Role of the Course Leader: The role of the Course Leader will be to check and observe whether the roles of
Convener, Rapporteur and Participants are carried out appropriately. Any change in the program will be announced by the
Leader. Besides, the Leader will help the session Convener and Rapporteur in carrying out their responsibilities.

First Term and Mid-term Exam: First Term and Mid-term Exams will be held in the class on scheduled/announced dates.
The scheduled dates of the first term and mid-term exams would not be changed under any circumstances. All topics
covered until the end of the week before the exam will be included. Different sets of question papers having an equal
level of difficulty and standard will be set. These question paper will include both subjective and objective type questions.
Marked exam scripts of the first term and mid-term exam will be returned to the students during the class (usually next
week after the exam). If any student is unable to collect his/her script on that day due to absence, he/she must collect it
within one week from the instructor's room. After one (1) week, the instructor will not be responsible for the loss of the
script.

Page 8 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

Missed Exam: There will be no make-up exam if anyone intentionally misses first and midterm exam without any valid
and legitimate reason. Absence in the exams will be regarded as absent and Zero (0) marks will be applied. Notifying the
instructor before the exam is a must if a student misses any exam for reasons beyond his/her control. ‘I’ grade will not be
given without any prior notification to the instructor. In extreme circumstances, if the student cannot inform earlier,
he/she must inform the instructor within three (3) days of the exam.

Final Exam: Final exam will cover the entire course syllabus. The exam will be all-inclusive at a location and time
determined by the university. The final examination is for evaluation purposes only, and the exam scripts will not be
returned to the students for review after it is marked. The final exam question paper will include subjective type questions
only.
Creativity will not be suppressed. Writing in your own words is definitely welcomed as long as the provided information
is scientifically correct, grammatically sound, and to the point.
No extra marks will be given for what was not asked in the question paper. Marks will be deducted for wrong scientific
units. No partial marks will be given for the following cases:
a. Misspellings of engineering terms, contributor’s name or universally accepted nomenclature
b. Wrong formula and invalid solution processes/steps of mathematical problems
c. Unintelligible writing (not understandable), sentence does not make any sense, off-topic writing (not relevant to
the topic)

Review of the marks: Appeals for reviewing marks of the first term and mid-term exams must be made within three (3)
days from the day of supplying answer scripts. After submission of grades in the university automation server, any appeal
for reviewing marks will be rejected. Student can apply through the registry for final grade review if the student is not
satisfied with his/her final grade.

Class Participation: All students are expected to actively participate in the class for ensuring effective and interactive
teaching-learning process. Class participation includes asking questions, expressing ideas, contributing to the discussion
and giving insightful comments relevant to the topic. It is also further expected that students will adequately prepare
themselves by studying the topic beforehand the scheduled classes and they will participate in them when appropriate.
Another way of participating in the class is to play the role of convener, rapporteur, course leader and participants.
Students should follow the instructor’s briefing in this regard.

In-class Exercises: Students are expected to follow the instructions attentively and thoroughly understand the solution
process of a discussed mathematical problem. A similar mathematical problem will be provided to the students for
solving in the class within a prescribed time. Discussions are allowed. Students will show the answer to the instructor
after solving.

Unannounced Quizzes: An unannounced quiz will be either an oral exam on previously discussed topic or an open book
exam. Students are therefore advised to always bring at least five blank pages with them and text book in the class.

Homework assignments: Adherence to academic integrity and professionalism is very important during assignment
preparation. ‘Problem Sets’ containing mathematical problems and critical thinking problems will be provided in the
class. Homework Assignments will include these problems along with some subjective questions. All students are
expected to complete their assignments in a timely manner and submit it within the announced due date. Unprofessionally
prepared submissions (for example, quick copying from another student’s assignment in the class, submission in a torn
piece of paper etc.) will not be accepted and grade will be “F”. A homework assignment may be handwritten or typed.
Hand drawings and writings are acceptable as long as they look neat and professional. However, homework assignments
on design problems should be prepared on engineering paper using pencil and the work should be neat, complete, and
logically arranged.
While group discussions are encouraged and collaboration on homework assignments is permitted, each assignment
submitted must represent essentially student’s own work. Submitted work that is copied from peers will be subjected to
severe penalization, grade will be “F” and mark will be zero (0).
Page 9 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

‘I’ Grade Policy: The instructor cannot assign ‘I' Grade on the basis of any irrational request or excuse made by a student.
The grade “I” (Incomplete grade) may be assigned by the instructor at the end of the semester to designate incomplete
work in a course. It should be used only when a student is unable to complete requirements of the course because of
illness, hardship or death in the immediate family. Incomplete (I) will only be given if the student has already
substantially completed the major requirements of the course such as required attendance, satisfactory class participation,
assignment completion, taking the quiz, and obtaining of the good grade in the first and mid-term exams. The grade “I”
must be removed as soon as possible but no later than 3 weeks from the beginning of the next semester. At the end of
deadline, the faculty must submit the final grade or this is automatically converted into “F” grade.

Attendance policy: Attendance to all lectures is mandatory. An instructor may assign a final grade of “F” in the course to
a student who fails to meet the requirements. Only three absences in a course with acceptable reasons may be excused by
the instructor in a semester. Permission of the Dean is required to remain absent in three or more consecutive classes for
reasons beyond control (e.g. illness, hardship or death in the immediate family) of the student. Any student remaining
absent in any class of a course without permission will be served with a notice of warning. Unexcused absences will lead
to reduced course grade, suspension from the course or dismissal of the student from the course.

Lecture Notes and Handouts: Lecture notes and PowerPoint slides made by the instructor will not be supplied to the
students. Students are expected to study the textbook for developing in-depth understanding of the topic. Students may
additionally follow reference texts along with any credible and reliable source of information. Students are also advised
not to follow random Google search results and unprofessional webpages. ‘Problem Sets’ for assignment and handouts on
unavailable topics (topics not available in the textbook) will be provided only.

Grading Criteria

Marks Range Letter Grade Grade Points

90-100 A 4.0
87-89 B+ 3.7
84-86 B 3.4
80-83 B- 3.1
77-79 C+ 2.8
74-76 C 2.5
70-73 C- 2.2
65-69 D+ 1.5
60-64 D 1.0
Below 60 F 0.0

Page 10 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

Course Instructor Short Biography

Education:
Doctor of Philosophy, University of Western Sydney, Australia;
Specializations:*Basic and Advanced Statistics; *Statistical
Modelling in Business and Health; *Biostatistics; *Big Data
mining; *Applied statistics; *Applied Mathematics; *Research
Methodology.
Masters of Applied Statistics; The University of Newcastle,
Australia;
Specializations:*Biostatistics; *Statistical Modelling; *Applied
Statistics; *Data Mining; * Research Methodology; *Data
Visualizations; *Systematic Reviews and Meta-analysis
Master in Business Administration; Central University of
Consultation Hour Queensland, Australia;
Specializations:*Quantitative Techniques; *Information
Day Time Systems;*Database Management; *Basic Management
Sat 10.40 – 12:40 *Business Research Methodology
Sun 9.40 – 10:40

* To meet me other than the above-

mentioned time, please inquire and
confirm my feasible meeting time via
email or phone call.

(N.B The course instructor holds the right to make any changes if necessary)

__________________ _______________________ ________________________

Prepared by Reviewed by Approved by
Dr. Tanvir Abir Prof. Dr. Khair Jahan Sogra Prof Dr. AbdurRab
Associate Professor (CBA) Dean, CBA (IUBAT) Vice Chancellor (CBA)

Page 11 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

Course: Selling and Sales Management (MKT 303) – Section A

OBE Based Lesson Plan for Each week – Summer, 2021

Page 12 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

Bloom’s Taxonomy Domain/Level Delivery Methods Assessment Weeks

CLOs
Cognitive Affective Psychomotor Tools 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16
1. Understand C1 Remember Lectures, Practice Assignment,
the key concepts C2 Understand Problems, Oral Exam,
and importance Group discussion Written Test √ √ √ √ √ √ √ √
of business. on contemporary
issues and cases
2. Explain the C2 Explain Lectures, Practice Assignment
different types of C4 Analyze Problems, and Oral
business Group discussion Exam, Written √ √ √ √ √ √ √ √ √ √
organizations. on contemporary Test
issues and cases

Mid-Term Examination
1st Term Examination
3. Apply C1 Recall P7 Origination Lectures, Practice Written Test

Final Examination
common C2 Interprets Problems and
business theories C3 Apply Assignment
√ √ √ √ √ √ √ √ √
and concepts. C5 Justify
C6 Create

4. Analyze C4 Analysis A4 synthesis P3 Reproduced Lectures, Practice Written Test

business C5 Synthesis Problems and
situations and Assignment
come up with √ √ √ √ √ √ √ √ √
meaningful
business
strategies.
5. Solve C1 Recall P7 Origination Lectures, Practice Written Test
economic and C2 Interprets Problems and
√ √ √ √ √ √ √ √ √ √
organizational C3 Apply Assignment
problems. C4 Analysis

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 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

Delivery Methods Assessment Weeks

PLOs
Tools 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16
Business Knowledge Lectures, Practice Problems, Assignment,
Group discussion on Oral Exam, √ √ √ √ √ √ √ √ √
contemporary issues and cases Written Test
Problem Analysis Lectures, Practice Problems, Assignment
Group discussion on and Oral
√ √ √ √ √ √ √ √ √
contemporary issues and cases Exam, Written
Test
Design, innovations, Lectures, Practice Problems Written Test
and Applications and √ √ √ √ √ √ √ √ √ √
Assignment
Information and Lectures, Practice Problems Written Test
Communication and √ √ √ √ √ √ √ √ √
Technology Assignment
Modern Tool Usage Lectures, Practice Problems Written Test

Mid-Term Examination
and √ √ √ √ √ √ √ √ √ √

1st Term Examination

Final Examination
Assignment
Leadership Lectures, Practice Problems, Written Test
Group discussion on and √ √ √ √ √ √ √ √ √
contemporary issues and cases Assignment
Sustainability Lectures, Practice Problems Written Test
and √ √ √ √ √ √ √ √ √
Assignment
Ethics Lectures, Practice Problems Written Test
and √ √ √ √ √ √ √ √ √
Assignment
Individual and Lectures, Practice Problems, Written Test
Teamwork Group discussion on and √ √ √ √ √ √ √ √ √
contemporary issues and cases Assignment
Communication Lectures, Practice Problems Written Test
and √ √ √ √ √ √ √ √ √ √
Assignment
Project Management Lectures, Practice Problems Written Test
and √ √ √ √ √ √ √
Assignment
Lifelong Learning Lectures, Practice Problems, Written Test
Group discussion on and √ √ √ √ √ √ √ √ √ √ √ √ √
contemporary issues and cases Assignment

Page 14 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

Aims/Rationale:

 The course involves the management of a sales force and its activities. It explores primarily
the intricacies of an outside sales force (the salesperson who reaches out directly to the
customer), including the management of sales forces of manufacturers and wholesale
intermediaries. Additionally, the role of the sales force in supply chain management is
presented. The course (and textbook) describe a development program for effective sales
management: the planning, implementation and evaluation of sales vis-à-vis the current
economic climate.

 This course focuses on developing and maintaining relationships with customers and
managing the sales process of finding, concerting, and keeping customers while achieving the
organization’s goals. Communication techniques, career planning, selling strategies and
tactics, as well as sales duties, responsibilities, and problems are included.

Learning Outcome:

 Understand the processes and elements involved in relationship selling.

 Demonstrate an understanding of the importance of ethical behavior in relationship selling

and sales management.

 Demonstrate an understanding of the characteristics of a sales presentation.

 Understand the process of negotiation, closing methods, and time and territory management.

 Identify key issues in recruitment, sales training, compensation and incentives, and
performance evaluation.

 Understand the concept of outside sales.

 Understand selling- know the steps in the personal selling process.

 Develop a basic understanding of operating a sales force

 Understand the process of recruiting, selecting, hiring and assimilating salespeople

Page 15 of 16
 IUBAT—INTERNATIONAL UNIVERSITY OF BUSINESS AGRICULTURE
AND TECHNOLOGY
Founded 1991 by Md. Alimullah Miyan
4 Embankment Drive Road, Sector 10, Uttara Model Town, Dhaka 1230, Bangladesh
Phone: 896 3523-7, 01714 014933, 892 3469-70, 891 8412, Fax: 892 2625, info@iubat.edu www.iubat.edu

 Complete sales force quotas and expenses

 Develop sales forecast and budget.

 Understand how sales performance impacts on a company's reputation and overall

performance.

Conclusion:

Students will be able to

 Demonstrate understanding of all business functions, practices and related theories and be
able to integrate this functional knowledge in order to address business problems. Also, the
course will teach how to be prepared for a wide range of business opportunities in marketing’s
fast paced and highly competitive world.

 Apply fundamental strategies such as invention, drafting, revising, editing for their writing
projects. Acquire tools for lifelong learning— how to learn, how they learn, knowledge of
resources. Communicate in diverse settings and groups, using written (both reading and
writing), oral (both speaking and listening), and visual means. Gather, interpret, evaluate, and
apply information discerningly from a variety of sources. Demonstrate Intellectual honesty
and personal responsibility. Demonstrate proficiencies and capacities in dealing with a diverse
society. Show ability to contribute actively by applying knowledge to the identification and
analysis of professional problems to enact solutions. Demonstrate intellectual agility and the
ability to manage change.

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