LESSON PLAN

SUBJECT- CB CODE- MBE – 411 FACULTY NAME- Prof. D.Beura & prof.. T. R. Moharana

Reading
Session Date Topic Issues to be discussed Material
Notes, reading
Nature and scope of consumer materials and
Session- 1 14.09.2010 behavior Definition and objectives ppt slide
Economic man,
Consumer Decision Making: Cognitive man, Notes, reading
four views of consumer decision Emotional man, Passive materials and
Session-2 15.09.2010 making- man ppt slide
Notes, reading
Factors influencing consumer Internal & external materials and
Session-3 21.09.2010 decision making process factors ppt slide
Notes, reading
materials and
Session-4 23.09.2010 Case study presentation ppt slide
Notes, reading
materials and
Session-5 24.09.2010 Consumer Decision process Input, process, output ppt slide
Notes, reading
Working of model and materials and
Session-6 27.09.2010 Nicosia Model application ppt slide
Notes, reading
Working of model and materials and
Session-7 28.09.2010 Howard-Sheth model application ppt slide
Working of model and Notes, reading
application materials and
Session-8 28.09.2010 Engel-Kollat-Blackwell ppt slide
Notes, reading
materials and
Session-9 01.10.2010 Case study presentation ppt slide
Notes, reading
materials and
Session-10 05.10.2010 Personality, Perception Process and application ppt slide
Attitudes :Structural models of
attitudes, The measurement of Notes, reading
attitudes-scaling techniques and materials and
Session-11 06.10.2010 projective techniques Process and application ppt slide
Notes, reading
materials and
Session-12 08.10.2010 Learning Process and application ppt slide
Notes, reading
Case study & Mid Term materials and
Session-13 12.10.2010 preparation presentation ppt slide
Notes, reading
materials and
Session-14 26/27/28.10.2010 MID TERM ppt slide
Notes, reading
materials and
Session-15 29.10.2010 Motivation Process and application ppt slide
Notes, reading
materials and
Session-16 02.11.2010 Midterm paper checking ppt slide
Amit has varied interests.Business world, advertisements, leadership and being
better. You will find articles on all the topics which are close to his heart and can
help all of us to be better.

• Lessons from Rocket Singh-Salesman of the year

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I was preparing to conduct “train the trainer” for sales and service excellence of a newly
launched telecom provider. The end participants were going to be CRE/KAM/RSE (don’t
worry…just jargons) or what we call ‘salesman’. I thought, I will pick some good
examples for the audience and will sound cool. Who would like to take chance of
sounding stupid with an audience of age group 20-30 coming from west Bengal? Are
Riya Sen, Sushmita Sen, Rani mukherjee not from Bengal? I knew Kotler, Welch,
Stephen covey would not cut the ice with this audience. These are the people who have
bailed me out at many occasions but I was ready to ditch them all.

But what I found in the movie was lessons on entrepreneurship and not salesmanship
portrayed by our cute Rocket Singh aka Ranbeer Kapoor. Ranbeer already has enough of
media attention, so I would focus on Harpreeet Singh Bedi or HP.

Entrepreneurship is unique. It is to be thought and experienced and not read and

discussed. While someone like me is writing lessons for entrepreneurs and someone else
conducting a workshop on this topic, real entrepreneurs would be working somewhere
soiling their hands. So, in midst of all the hustles of startups, here are some pointers to
trigger thoughts.

o Taking clue from Ashok Soota and Narayan Murthy who worked at
Wipro and Patni computers before starting their own companies, HP
joins YSR.

Lesson 1: Work closely with the best in the industry to understand business and quickly
do a SWOT analysis .It helps.

o HP is ready to make Mishraji (peon) a partner for his skills and

aspirations and not for his qualification.

Lesson 2: Recruit for talent and aspiration and not for fancy degrees and communication
skills. Talented people will remain committed to the company and work efficiently.

o HP welcomes his immediate boss with long side locks as his partner for
his experience. Also fighting with him, would have made the situation
worse.

Lesson 3: Don’t under estimate experience just because you have a brilliant idea and
have got some quick success. Instead of fighting with competent people, make them your
associates.
 o HP warns his technical associate (porn king in movie) to behave well
with the receptionist.

Lesson 4: make your work environment safe and respectful for everyone from day 1.

o HP refuses to change his vendor when a big order comes as he is the

person who helped him in startup and trusted him.

Lesson 5: Building trust is the most difficult part of business. If you are able to develop
it, nourish it. Do not grow alone. Let your partners and vendors also grow with you.

o HP gives guarantee of service 24X7 and is even ready to sell his

scooter if things go wrong.

Lesson 6: Serve your customers as per their need and not as per your convenience. Put
your 100% to your business. Put your heart.

o HP sells off his dream to save his partners when things go wrong.

Lesson 7: Always be ready to take risk and guard your partners. A true leader always
stands by his associates and is not afraid of failures.

Most important lesson: Take risk. Even Spiderman takes risk.

I am not sure, if I will be able to use 100% of the above gyan while training to develop
perfect ‘salesman’. And I am sure; my client would not like every salesman turning into
an entrepreneur. But the moment we own up our job, we are actually becoming an
entrepreneur. We don’t always need to reinvent the wheel to prove our entrepreneurship
skills.

There is an entrepreneur in all of us. I am taking risk! I am doing my bit of innovation.

We all love it. The thrill and adventure makes someone drink and drive and other a
‘Rocket Singh.’ Choice is always ours.

We can always choose to be happy!

Amit Kumar