Sales Management

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

Sales is an 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.

9.00
Unit I: 
Sales management concepts

Sales management concepts, objectives, functions, importance and process

9.00
Unit II: 
Salesmanship & Personal selling

Salesmanship, Personal selling objectives, qualities of successful salesperson, personal selling process, Sales organization structures

9.00
Unit III: 
Determining salesperson requirement

Determining salesperson requirement, methods (Workload method) Recruitment, Selection, and Training Sales person, Sales training programme

9.00
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: 

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, 2003,
5thed.

References: 

1, Calvin, Robert J., Sales Management, Tata McGraw-Hill, 2002
2. Mathew, M.J., Sales Management and Sales Promotion, RBSA Publishers, Jaipur
3. Sudha, G.S., Sales Management, Ramesh Book Depot, Jaipur

Academic Year: 
2017-2018
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