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    Prateek Sharma
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    Introduction to sales management Concept, scope, functions; Personal Selling,; BuyersSellers dyad and salesmanship Module I: organization of sales management Decision regarding sales force size types of sales force Recruitment and selection of sales force Quota setting - Importance types and process Developing sales budgets Routing of sales effort Compensation and Reimbursement of sales expense Module IV: Managing sales effort Module V: Selling Process The sales process, planning Prospecting, Preapproach and call Planning Sales presentation

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    Introduction to sales management Concept, scope, functions; Personal Selling,; BuyersSellers dyad and salesmanship Module I: organization of sales management Decision regarding sales force size types of sales force Recruitment and selection of sales force Quota setting - Importance types and process Developing sales budgets Routing of sales effort Compensation and Reimbursement of sales expense Module IV: Managing sales effort Module V: Selling Process The sales process, planning Prospecting, Preapproach and call Planning Sales presentation

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    13 views2 pages

    1d82csales Management

    Uploaded by

    Prateek Sharma
    Introduction to sales management Concept, scope, functions; Personal Selling,; BuyersSellers dyad and salesmanship Module I: organization of sales management Decision regarding sales force size types of sales force Recruitment and selection of sales force Quota setting - Importance types and process Developing sales budgets Routing of sales effort Compensation and Reimbursement of sales expense Module IV: Managing sales effort Module V: Selling Process The sales process, planning Prospecting, Preapproach and call Planning Sales presentation

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    SALES MANAGEMENT

    Course Code: Course Objective:


    It is essential for everybody aspiring to be a sales manager to have an understanding of the concepts of Selling. This helps them understand not only their role better, but also guides them towards better practice of management. To introduce students to the concepts and theories of sales To develop an understanding of application of these concepts To help understand the various facets of the role of a sales manager

    MMS 106

    Credit Units: 04

    Course Contents:
    Module I: Introduction to Sales Management Concept, scope, functions; Personal Selling,; Buyers- Sellers dyad and salesmanship. Module II: Organization of sales management Decision regarding sales force size Types of sales force Sales force organization structure and its types Module III: Management of Sales Force Recruitment and selection of sales force Sales force training- objectives and methods. Coordinating of sales teams Controlling of sales effort Module IV: Managing sales effort Territorization of sales effort Quota setting - Importance Types and process Developing sales budgets Routing of sales effort Compensation & Reimbursement of sales expense. Module V: Selling Process The sales process, planning Prospecting, Preapproach and call Planning Sales presentation-types of sales presentation, Objection handling and closing. Module VI: Emerging Trends in Selling Integrating Sales with Other functions of Management Live sales project to be done starting with conception of idea to final execution. Case studies Latest emerging trends and practices to be discussed. Objection handling and closing

    Examination Scheme:
    Components Weightage (%) C 10 A 5 CT 15 EE 70

    Text & References:


    Text: E Cundiff and N Govini, Sales Management- 5th Edition. Prentice Hall of India References: Laforge, Avita, Professional Selling A trust based approach, Ingram, Harcourt College Publications. Smart Selling, Christopher Power. David Mayer and H M Greenberg, What makes a good salesman. Stanton, Bursnick and Spiro, Management of Sales force.

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