Complete Syllabus of Sales Management | MKT 688 | MBS 4th semester

Credits: 3

Lecture Hours: 48

Course Objective:

This course aims to provide students with the knowledge and skill in developing as well as implementing sales management strategies and managerial techniques in the real business environment. Students are thus equipped to become more effective sales professional.

Course Description:

This course contains Introduction of Sales Management, Essentials for Effective Sales Executives, The Sales Organization, Sales Force Management, Management of Sales Quotas and Sales Territories, Channel Decision in Sales Management, International Sales Management, Sales Evaluation and Control.

Course Details:

Unit 1: Introduction LH 5

Concept and Evolution of the Sales Department; Objectives of Sales Management; Nature and role of sales people and sales manager in Sales Management; Theories of Sales Management – The AIDAS approach, The right set of circumstances approach, The buying formula approach, and The behavioral equation approach;

Unit 2: Essentials for Effective Sales Executives LH 3

Nature of Sales Management Position; Functions of the Sales Executive; Qualities of Sales Executives; Relations of Sales Executives with managers of other marketing activities;

Unit 3: The Sales Organization LH 5

Concept; Purposes of Sales Organization; Process of setting up a Sales Organization – Defining objectives, Determination of activities and their volume of performance, Grouping activities into positions, Assignment of personnel to positions, Provision for coordination and control; Basic types of Sales Organizational Structures- Line sales organization, Line and Staff sales organization, Functional sales organization, Committee sales organization;

Unit 4: Sales Force Management LH 12

Concept of Sales Force Management; Tasks of Sales Force management; Recruitment and selection of sales Force – Sources of Sales Force Recruits, Process of Selection; Training the sales force – Selecting Training Methods, Evaluating Sales Training Programs; Motivating the sales force – Motivational help from management, Theories of Motivation, Motivation and Sales Leadership, Motivation and Communication to Sales Force; Compensating the sales force –Types of compensation plans; Sales Meetings and Sales Contests; Controlling the Sales Force Performance: Supervising the sales force and evaluating;

Unit 5: Management of Sales Quotas and Sales Territories LH 8

Concept and Objectives of Sales Quotas, Types of Sales Quotas, Administering the Quota System, Reasons for not using Sales Quotas; Concept of Sales Territory, Types of Sales Territory; Reasons for establishing Sales Territories; Reasons for not having Territories; Procedure for setting up Sales Territories;

Unit 6: Channel Decision in Sales Management LH 3

Role of Channel Decision in Sales Management; Distribution channels for Consumer and Industrial products; Nature of Channel Conflicts; Methods of resolving Channel Conflicts;

Unit 7: International Sales Management LH 6

Features and opportunities of International Sales; Methods of selling in Foreign Markets; Sources of identifying Overseas Distributors; Referral marketing techniques in international sales; Challenges of international sales.

Unit 8: Sales Evaluation and Control LH 6

Need of Sales Evaluation and Control; Process of Sales Control; Tools of Sales Control and Analysis– Sales audit, Market audit, Sales force expense analysis; Methods of measuring Sales Organization Effectiveness – sales analysis, marketing cost analysis, classification of marketing expenses, credit control, market share analysis, budgetary control, ratio analysis, management by objectives (MBO);

Reference Books:

Futrell, Charles M., Sales Management: Teamwork, Leadership and Technology, Thomson South- Western, United States, 2003.

Havaldar and Cavale, Sales and Distribution Management: Text and Cases, Tata McGraw Hill Education Private Limited, New Delhi, 2011.

Panda and Sahadev, Sales and Distribution Management, Oxford University Press, New Delhi, 2012.

Still, Cundiff and Govoni, Sales Management: Decisions, Strategies and Cases, Prentice-Hall of India, Private Limited, New Delhi, 2008.

Shrestha, Shyam K., Fundamentals of Selling: a professional approach, Asmita Books &

Distributors(P) Ltd., 2010.