PART-TIME MASTER’S DEGREE PROGRAMME IN MARKETING

MANAGEMENT / FINANCE MANAGEMENT / MFM / MMM

SECOND YEAR – SECOND SEMESTER
Prof. Rajiv Kumar

4.5) SALES MANAGEMENT

OBJECTIVES :
To develop the conceptual plans of students in the subject and also make them acquainted with
the latest developments in the subject.

CONTENTS :

1. Sales Organisation and its evolution – job and role of Sales Management in Organisations.
2. The selling functions – the importance of systems selling in contemporary environment, selling
of services as opposed to selling of tangible products – selling process.
3. Sales Management Planning – Sales Management Information Systems, Sales Management
Planning – Forecasting.
4. Sales budgeting and planning for quotas.
5. Manpower Planning for the sales organisation and Development of sales organisation.
6. Recruitment and selection and training and development of Sales Personnel.
7. Time and Territory Management – territory planning, establishing and revising territories, bases
of Territory design, methods of territory design including computer models, assigning sales
people to territories route planning and territory coverage.
8. Sales incentives and sales compensation.
9. Sales force performance evaluation and control.

Prof. Vaibhav Kulkarni

Programme Co-ordinator
Mobile No. 9870285234
(Admin. Office : Ms. Chhaya Mobile No.: 9867143697)