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    Sales MGMT Syllabus Practicals - Completion - Outcomes

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    Shravan M B MBA
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    Sales MGMT Syllabus Practicals - Completion - Outcomes

    Uploaded by

    Shravan M B MBA
    18 views1 page
    sales management practicals

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    SALES-MGMT-SYLLABUS-PRACTICALS_COMPLETION_OUTCOMES

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    sales management practicals

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    18 views1 page

    Sales MGMT Syllabus Practicals - Completion - Outcomes

    Uploaded by

    Shravan M B MBA
    sales management practicals

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 1

    VVCE – MBA DEPARTYMENT - SALES MANAGEMENT(14MBA MM401) - IV SEMESTER : FEB – MAY 2020

    INDIVIDUAL CLASS CASE STUDY GROUP GROUP FIELED WORK ACTIVITY


    MODULE SYLLABUS – THEORETICAL INPUTS ROOM/OFFLINE ACTIVITY ACTIVITY WITH COMPANIES
    Introduction to Sales Management Identification of company Case study preparation 1. Exide Life Insurance
    1) Meaning - Evaluation - Importance of Personal Selling & applying concepts learnt applying concepts 2. IT Champs
    Module 1 2) Emerging Trends in Sales Management learnt, presentation, 3. Raman IT
    3) Elementary study of sales organizations discussions 4. Capital Wealth Management
    4) Types of Sales organizations. 5. Aditya Birla Capital
    5) Qualities and responsibilities of Sales Manager
    Selling Skills & Selling Strategies Submit brief write up of Submit brief write up of Real Time Application
    1) Selling and business Styles, Selling skills & Situation learning of theoretical learning of theoretical Submit brief write up of learning of
    Module 2 2) Selling process inputs of Module 1 & 2 inputs of Module 1 & 2 theoretical inputs of Module 1 & 2
    3) Sales presentation, By March 20, 2020 By March 20, 2020 By March 20, 2020
    4) Handling customer objections, follow-up action. Before IAT - 1 Before IAT - 1 Before IAT - 1

    Management of Sales Territory & Sales Quota Submit brief write up of Submit brief write up of Submit brief write up of learning of
    1) Sales territory, meaning, size, learning of theoretical learning of theoretical theoretical inputs of
    Module 3 2) Designing sales quota, procedure for sales quota. inputs of Module 3 & 4 inputs of Module 3 & 4 Module 3 &4
    3) Types of sales quota, Methods of setting quota. By April 14 , 2020 By April 14, 2020 By April 14, 2020
    4) Recruitment and selection of sales force
    5) Training of sales force. Before IAT-2 Before IAT-2 Before IAT-2

    Sales force motivation and compensation


    1) Nature of motivation, Importance, Process and factors in the motivation Submit brief write up of Submit brief write up Submit brief write up of learning
    Module 4 2) Compensation-Meaning, Types of compensation plans learning of theoretical of learning of of theoretical inputs of
    3) Evaluation of sales force by performance and appraisal process. inputs of Module 5 & 6 theoretical inputs of Module 5 & 6
    4) Sales Management job: Standard Sales management process international By May 20 , 2020 Module 5 & 6 By May 20, 2020
    sales management By May 20 , 2020
    5) International market selection-market survey approach or strategy
    Sales Manager and Sales Person
    Module 5 1) Role of sales manager and sales people- functions of sales manager – Before IAT -3 Before IAT -3 Before IAT -3
    functions of sales person,
    2) Types and characteristics of sales manager and sales people
    3) Time management for sales manager and sales person.
    Selling on the internet
    Module 6 1. Selling agents for internet trading-net selling, advertising in net trading, (Submission of Case
    2. Payment system in internet trading-smart card, credit card, debit card- (Submission of Brief Report Study Solutions with (Submission Field Work Report
    payment by card: advantages and disadvantages With Concepts Learnt) Concepts Learnt) with Concepts Learnt)
    3. How to make internet selling safe- Digital signature, biometric method By 20/05/2019 By 20/05/2020 By 20/5/2020
    4. Legal or regulatory environment; Growth of internet trading in India.
    1. Demonstrate basic concepts and approach to sales management
    2. Identify the qualities of a sales manager
    COURSE OUTCOME 3. Plan opportunities present for effective management of sales quota COURSE OUTCOME
    4. Identify the ways of motivating and devising a compensation plan for a sales
    person
    5. Describe the roles and responsibilities of sales manager and sales person
    6. Utilize the internet for sales generation

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