Module            : MKT 303: Sales Management

Programme    : BBA

Credit Value  : 12

Prerequisite    :

General Objectives:

• To give students a broad perspective and penetrating understanding of wholesale and industrial selling –it’s social and economic functions, its role in purchasing and sales, and its relationship to the total business picture.
• To develop skills to formulate a strategic sales program
• To critically examine the results toward evaluating and controlling the sales forces performances so as to improve the results or bring them in line with projections

Learning Outcomes:

Upon successful completion of the module, student is expected to:

• demonstrate understanding of the sales process, the relationship between sales and marketing, sales force structure, customer relationship management (CRM) and issues in recruiting, selecting, training, motivating, compensating and retaining salespeople.
• skillfully apply sales force management concepts to solve managerial issues
• analyze in written and oral presentation form, the use or lack of basic sales force management principles related to specific business situations.
• identify sales force management issues and opportunities and how personal selling can be applied to achieve organisational objectives.
• organize and effectively deliver both individual and team presentations.

CONTENT

Unit-I: Introduction to Sales Management                                                                      (6 Hours)

Changes in sales management, sales management strategies, formulation of sales strategies, different sales strategies, methods of selling

Unit-II: Sales Organization                                                                                               (6 Hours)

Need for sales organization, function of sales organization, Role of sales administration, developing a sales organization

Unit-III: Developing Sales Force                                                                                    (10 Hours)

Recruitment and Selection (7 Hours) Kinds of Staffing, staffing process, testing and interview. Training: Types of training, training methods and procedures

Unit-IV: Compensation and Motivation                                                                          (8 Hours)

Various modes of compensating the sales force, motivation to the sales force importance of motivation theories for sales force, non- financial factors and their impact on sales force motivation

Unit-V: Sales Forecasting, Quotas and Territory Management                                  (10 Hours)

Introduction, methods of sales forecasting Budgeting, sales quotas and territory management

Unit-VI: The Personal Selling Process                                                                           (10 Hours)

Prospecting ,Pre-approach and approach, need analysis, sales leads, sales presentations, types of calls, closing, post decision processing, post sales services.

Teaching Strategies

• Group Discussions
• Cases Analysis
• Presentations
• Lectures

Assessment

• Assignments                                        20%
• Case Analysis & Presentation             30%
• End-Semester Exam                           50%

Total                           100%

Essential Texts

1. Still, R.R. and Cundiff, E.W., Sales Management-Decisions, Strategies and Cases (2007) Prentice Hall of India, New Delhi, INDIA
2. Jeremy Cassell, Tom Bird, Brilliant Selling,  Pearson Publications, New Delhi
3. Gupta,S.L, Sales and Distribution Management (2003) Excel Books., India

References

1. Nicola Cook, The Secrets of Success in Selling, Pearson Publications, New Delhi
2. Joe Owen, How to Sell (2010), How to Sell, Pearson Publications, New Delh
3. James Borg, The Art of Influencing People (3^rd edition) 2010, Pearson Publications, New Delhi