1. Sales Management (Subject Code: 208)
Detailed Syllabus:
Unit I: Sales Management
Meaning, Importance & Functions
Definition and Objectives
Theories of Selling
Sales Organization & its relationship with other functional areas
The nature of the selling profession
Unit II: Sales Force Management
Personnel Management in the selling field
Recruitment, Selection & Training of sales force
Motivating Sales Personnel
Compensation - Evaluation & Control
Unit III: Principles of Selling
Selling Process/Sales Process
Negotiations
After Sales Service
Total Customer Satisfaction
Unit IV: Sales Budget
Definition & Purpose
Budgeting Process
Budgeting Methods & Contents
Sales Quotas
Unit V: Planning & Control
Sales cost control including expenses of sales personnel
Designing Small Territories- Methods & Application
Route Planning- Evaluation & Control
Personnel Selling Vs Industrial/Institutional selling
Transportation Decisions & Delivery of Goods
Note: Mock Sales Exercises in the classroom should be undertaken
Reference Books:
Sales Management :Cundiff
Sales Management :Charles M. Futrell; Thomson
Sales Management: Theory and Practice: Bill Donaldson; McGraw Hill
Sales Management 5e; Ingram, LaForge; Thomson
Selling and sales management: Jobber & Lancaster
