MBN M657 SALES MANAGEMENT L T P C

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SALES MANAGEMENT :Evolution of the Sales Department - Sales Management –

Objectives – Types of Personal Selling objectives – Market Potential – Sales potential –
Sales Forecast – Analyzing Market Potential – Market Indexes – Sales Forecasting
Methods – Determining Sales-Related Marketing Policies. CASES-:Nature of Sales
Management Positions – Functions of the Sales Executive – Qualities of Effective Sales
Executives – Relations with Top Management – Relations with Managers of other
Marketing Activities – Compensation Patterns for Sales Executives – Purposes of Sales
Organization – Setting up a Sales Organization - Basic types of Sales Organizational
Structures – Field organization of the sales department - Schemes for dividing Line
Authority in the Sales Organization. CASES-: Personnel Management in the Selling
Field : Sales Force Management – Job Analysis – Job Description - Organization for
Recruiting and Selection – The Prerecruiting Reservoir – Sources of Sales Force Recruits
– The Recruiting Effort – Selecting Sales Personnel .Training , Motivation And
Compensation Of Sales Force : Building Sales Training Programs – Defining Training
Aims – Deciding Training Content – Selecting Training Methods – Organization for
Sales Training – Evaluating Sales Training Programs - Motivation – Motivational Help
from Management - Requirements of a Good Sales Compensation Plan – Devising a
Sales Compensation Plan – Types of Compensation Plans - Fringe Benefits.: The Sales
Budget: Purpose of the Sales Budget – Form and Content – Budgetary Procedure -
Quotas: Objectives in using Quotas - Types of Quotas and Quota-Setting Procedures –
Sales Territories: Sales Territory Concept – Reasons for Establishing Sales Territories –
Procedures for Setting up Sales Territories – Routing and Scheduling Sales Personnel.
CASES
Total Hours: 30

TEXT BOOK:

1.Richard R. Still, Edward W.Cundiff & Norman A.P.Govoni; “Sales Management “

Prentice – Hall of India , 5th Edition.

REFERENCES BOOK:
1. Ramneek Kapoor , Fundamentals of Sales Management , Macmillan
2. Inagram , LaForge, Avila,Schwepker Jr.,Williams , Sales Management , Thomson