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SALES MANAGEMENT [1]

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

COURSE OUTCOMES(COS):

Course Outcomes

 

Learning and teaching strategies

Assessment Strategies

 
 
  1.  

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, Discussion, PPT, Sharing web links

 

Learning activities for the students:

Self-learning assignments, Role plays, presentation, case study discussions, Group Discussions.

 

 

 

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
Unit III: 
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: 
 
• 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
• Vikalpa (P+O) (http:// sagepub.com
• Asian Journal of Management Cases (http:// sagepub.com)
• FIIB Business Review (http:// sagepub.com)
• Harvard Business Review (www.hbr.org [3])
 
JOURNALS
• Indian Journal of Marketing
• Journal of Marketing
• Marketing Management
• Prabandhan
 
 
Academic Year: 
2022-2023 [4]

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Source URL: https://business.iisuniv.ac.in/courses/subjects/sales-management-15

Links:
[1] https://business.iisuniv.ac.in/courses/subjects/sales-management-15
[2] https://nptel.ac.in/courses/110105122
[3] http://www.hbr.org
[4] https://business.iisuniv.ac.in/academic-year/2022-2023