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.

Course Outcomes (COs):

 

Course

Learning outcome

 (at course level)

Learning and teaching strategies

Assessment Strategies

Paper Code

Paper Title

BSR 317

Sales Management

CO10:8 Appraise the fundamental concept of sales management and its importance in effective management of an organization. 

CO109: Examine the concept of personal selling and its entire process. Students will also discover various qualities of a salesperson and different types of sales organization structure. 

CO110: Inspect different methods of determining size of sales force. Students will appraise the concept of  recruitment, selection and training methods for sales force of an organization.

CO111: Examine different compensation plans and methods of motivating sales force. Students will also be able to appraise different tools of sales forecasting and about sales quota system. 

CO112: Appraise the  knowledge about controlling techniques relating to sales personnel and sales activities. 

 

Approach in teaching

 

Interactive Lectures, concept based teaching through Power point Presentation, expert lectures, sharing video links.

 

 

Learning activities for the students:

Reading assignments.

 

 

Assignments, Mid semester  test, Semester end examination end examinations, Quiz,  Presentation by students

 

7.00
Unit I: 

Sales management concepts, objectives, functions, importance and process

9.00
Unit II: 

Salesmanship- concept, Personal selling- concept, objectives, Personal selling process. Qualities of a successful salesperson.

Sales organization structures.

10.00
Unit III: 

Methods of Determining salesperson size-Workload method

Recruitment, Selection, and Training Salesperson, Sales training programme

9.00
Unit IV: 

Compensating and motivating Salesperson, Sales Forecasting, Sales Quota, Sales territory, Routing

9.00
Unit V: 

Controlling sales personnel, performance appraisal, Sales budget, Sales control and cost analysis

Essential Readings: 
  • Still, Cundiff, Govoni, Sales Management: Decisions, Strategies and Cases, Prentice Hall of India, New Delhi
  • Chunawalla, S. A., Sales Management, Himalaya Publishing House, Mumbai, 2003, 5thed.
References: 
  • Calvin, Robert J., Sales Management, Tata McGraw-Hill, 2002
  • Mathew, M.J., Sales Management and Sales Promotion, RBSA Publishers, Jaipur
  • Sudha, G.S., Sales Management, Ramesh Book Depot, Jaipur
Academic Year: 
2021-2022
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