SALES MANAGEMENT

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

COURSE OUTCOMES(COS):

Course Outcomes

 

Learning and teaching strategies

Assessment Strategies

CO114: Appraise the fundamental concept of sales management and its importance in effective management of an organization.

CO115: 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. 

CO116: 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.

CO117: 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. 

CO118: Appraise the knowledge about controlling techniques relating to sales personnel and sales activities. 

Approach in teaching

Interactive Lectures,

 PPT,

 Sharing reference reading materials and web links

Class discussions.

 

Learning activities for the students:

Guided Assignments, Role plays, Case Study 

 

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

 

7.00
  • Sales management- concepts,
  • Sales management -objectives, functions,
  • Sales management -Importance and process.

 

9.00
  • Salesmanship- concept,
  • Personal selling- concept, objectives,
  • Personal selling process.
  • Qualities of successful salesperson.
  • Sales organization structures.

 

 

10.00
  • Methods of Determining salesforce size-Workload method.
  • Recruitment - Definition, Importance, Process, Sources of recruitment,
  • Selection process for sales person, Selection tests and Type of Interviews.
  • Training Sales person – Definition, importance, Building Sales training programme
  • Methods of Sales Training

 

10.00
  • Compensation - Definition, Different type of compensation plans .
  • Motivating Sales person- Definition, Need / importance, Methods of motivating sales person
  • Sales Forecasting- Definition, Factors determining, Methods of forecasting.
  • Sales Quota – Meaning & Type, Importance, essentials of good quota system.
  • Sales Territory – Meaning, Importance, Factors / determinants of size of sales territory, Routing.

 

9.00
  • Controlling sales personnel- control process, performance appraisal.
  • Sales Control techniques
  • Sales documents and mannuals
  • Ethics in sales management – concept, importance ,unethical practices, causes, consequences, measures to improve ethics in selling.

 

Essential Readings: 
  • Still, Cundiff, Govoni. Sales Management: Decisions, Strategies and Cases, Pearson Prentice Hall of India, New Delhi.
  • Cavale, K. K. H. V. M. Sales and distribution management: Text and cases. Tata McGraw-Hill Education.
  • Ghosh, P.K. Sales Management - Text and Cases. Himalaya publication  House.
  • Mathew, M.J. Sales Management and Sales Promotion, RBSA Publishers, Jaipur

 

 

References: 

Suggested readings: 

  • Calvin, Robert J. Sales Management, Tata McGraw-Hill
  • Kapoor, R. Fundamentals of Sales Management. Macmillian Publishers India Ltd.
  • Sudha, G.S. Sales Management, Ramesh Book Depot, Jaipur
  • Panda, T. K., & Sahadev, S. Sales and distribution management. New Delhi: Oxford University Press.

e-RESOURCES

JOURNALS

  • Indian Journal of Marketing
  • Journal of Marketing
  • Marketing Management
  • Prabandhan

 

Academic Year: 
2022-2023
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