Sales Management

MKT 112 - BBA, Specialization, Marketing

 Course Objectives:

This course aims to provide students with the knowledge of the management of the selling function in order to develop skills for effective selling and sales management.

Course Contents:

1. Introduction                                                                                                          4 hours

Nature, role, and image of selling, Nature and role of sales management, Relationship between sales and marketing

2. Buyer’s behavior                                                                                                   6 hours

Consumer and organizational buyer behavior: distinguishing features, Consumer buying decision process and determinants, Recent developments in organizational buying

3. Sales planning                                                                                                      4 hours

Sales and marketing planning: sales planning process, steps in marketing planning, Selling in the marketing plan

4. Personal selling                                                                                                  15 hours

Sales responsibilities, Sales preparation, Personal selling skills: opening, need and problem identification, presentation and demonstration, dealing with objections, negotiation, closing the sale, and follow-up

5. Sales promotion                                                                                                    5 hours

Sales channels, Sales promotions: consumer and trade promotions, and personal motivation, Selling for resale, Exhibition and telephone selling. Selling of services

6. Sales Management                                                                                              14 hours

Concept and objectives of sales management, Recruitment and selection of sales persons, Motivation and training, Sales organization structure, Size of sales force, Establishing sales territories, Compensating the sales force, Sales control: sales forecasting approaches, sales budgeting, and evaluation of sales performance

Text Book

1.       Futrell, Charles: Fundamentals of Selling, 6^th edition, Irwin International Publication.

Reference Books

1.       Geoffrey Lancaster and David Jobber: Selling and Sales Management, Macmillan India Ltd.

2.       Richard Still, E.W. Cundiff, and N. Govoni: Sales Management, Prentice Hall India