Sales management

Paper Code: 
BSR 317
Credits: 
3
Contact Hours: 
45.00
Max. Marks: 
100.00
Objective: 

Sales is the integral aspect of marketing, which generates revenue for the entire organization, thereby providing life blood for it. This course provides the knowledge of the various functional aspect of sales management on the whole and equips the students with the salesmanship skills.

7.00
Unit I: 
Sales management :
Sales management concepts, objectives, functions, importance and process

 

9.00
Unit II: 
Salesmanship-

 Concept, Personal selling- concept, objectives, Personal selling process. Qualities of successful salesperson. Sales organization structures.

10.00
Unit III: 
Methods of Determining salesperson size:
Workload method Recruitment, Selection, and Training Sales person, Sales training programme

 

10.00
Unit IV: 
Compensating and motivating Sales person
Compensating and motivating Sales person, Sales Forecasting, Sales Quota, Sales territory, Routing

 

9.00
Unit V: 
Controlling sales personnel:
Controlling sales personnel, performance appraisal, Sales budget, Sales control and cost analysis

 

Essential Readings: 

1. Still, Cundiff, Govoni, Sales Management: Decisions, Strategies and Cases, Prentice Hall of India, New Delhi
2. Chunawalla, S. A., Sales Management, Himalaya Publishing House, Mumbai.

 
References: 
 

1. Calvin, Robert J., Sales Management, Tata McGraw-Hill
2. Mathew, M.J., Sales Management and Sales Promotion, RBSA Publishers, Jaipur
3. Sudha, G.S., Sales Management, Ramesh Book Depot, Jaipur

 

Academic Year: 
2015-2016
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