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    1d82csales Management

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    Prateek Sharma
    This course introduces students to key concepts and theories of sales management. It contains 6 modules that cover topics such as organizing and managing a sales force, setting quotas, developing sales budgets, and emerging trends. Students will learn about the sales process, including prospecting, planning sales calls and presentations, and handling objections. They will also complete a live sales project and case studies. The goal is to help students understand the role of a sales manager and apply sales management concepts in practice.

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    1d82csales Management

    Uploaded by

    Prateek Sharma
    19 views2 pages
    This course introduces students to key concepts and theories of sales management. It contains 6 modules that cover topics such as organizing and managing a sales force, setting quotas, developing sales budgets, and emerging trends. Students will learn about the sales process, including prospecting, planning sales calls and presentations, and handling objections. They will also complete a live sales project and case studies. The goal is to help students understand the role of a sales manager and apply sales management concepts in practice.

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    This course introduces students to key concepts and theories of sales management. It contains 6 modules that cover topics such as organizing and managing a sales force, setting quotas, developing sales budgets, and emerging trends. Students will learn about the sales process, including prospecting, planning sales calls and presentations, and handling objections. They will also complete a live sales project and case studies. The goal is to help students understand the role of a sales manager and apply sales management concepts in practice.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    19 views2 pages

    1d82csales Management

    Uploaded by

    Prateek Sharma
    This course introduces students to key concepts and theories of sales management. It contains 6 modules that cover topics such as organizing and managing a sales force, setting quotas, developing sales budgets, and emerging trends. Students will learn about the sales process, including prospecting, planning sales calls and presentations, and handling objections. They will also complete a live sales project and case studies. The goal is to help students understand the role of a sales manager and apply sales management concepts in practice.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 2

    SALES MANAGEMENT

    Course Code: MMS 106 Credit Units: 04

    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

    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 C A CT EE
    Weightage (%) 10 5 15 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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