Sales Mangement

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.

9.00
Unit I: 
Sale Mangement concepts

Sales management concepts, objectives, functions, importance and process

9.00
Unit II: 
Salesmanship

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

9.00
Unit III: 
sales determining

Sales Determining salesperson requirement, methods (Workload method) Recruitment, Selection, and Training 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: 

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, 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
6.Sudha, G.S., Sales Management, Ramesh Book Depot, Jaipur

Academic Year: 
2017-2018
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