Mandi : Learning Management Through Field Sales Experience

Abstract

In this article author tried to describe how a field sales experience can be used as effective management teaching method. The field experience titled as “Mandi” involves selling toy products in the market place. Four learning objectives are identified. They are: a. Understanding the managerial functions, b. Practicing certain managerial skills, c. Understanding the Personal Selling Process and d. Understanding the Customer and Markets. The process of conducting the exercise and the framework for learning is shared in this article. Method of student evaluation is discussed as part of the exercise. The article concludes that there is great potential to use the field sales experience to create learnings encompassing various topics in management discipline.