Electives

Unit 1

Managing and planning Sales in the field of Sales Management

Concept and Evolution of Professional Selling, Objectives of Sales Management, Exchange Process, Key Decision areas in Sales Management, Sales Management Cycle, Sales Strategy Formulation, Market Analysis, Setting Sales Objectives, Designing Sales Strategy, Planning for Selling efforts, Personal selling Concept, Situations conducive to personal Selling, Diversity of Personal Selling situations, Strategies Used by Salesmen, Process of Personal Selling, Choice of basic Selling Style, New Approaches in Selling.

Unit 2

Personal Selling

AIDAS Theory of Selling, “Right set of Circumstances” Theory, “Buying Formula” Theory, “Behavioral Equation” Theory, Salesmanship and Sales-Promotion Concept, Essential Qualities of Successful Salesman, Motivating and Compensating Sales Personnel, “Help from management”, Financial Motivation Techniques, Non-Financial Motivation Techniques, devising a Sales Compensation Plan, Types of Compensation Plan, Fringe Benefits, Negotiating Skills.

Unit 3

Managing Sales Information

Sales Organization, managing of sales territory, Management of Sales Quota Recruitment and Selection of Sales force, Training the sales force, Sales force motivation, Sales force compensation, Evaluating and controlling sales force

Unit 4

Sales Control Sales Expenses Management

Reimbursement of Sales Expenses, Policies & Practices, Sales Budgeting and Control, Preparation of Sales Budget, Budget Implementation and Feedback Mechanism, Sales Control, Sales Meeting and Contest, Planning and Staging of Sales Meeting, Sales Contests, Specific Objectives and Contest Prizes, Managerial Evaluation of contest

Unit 5

Distribution Channel Management

Evolution of Marketing Channels, Retailing, wholesaling, Measuring Wholesale Performance, Franchising Distribution Channel Management, Evolution of Marketing Channels, Retailing, wholesaling, Measuring Wholesale Performance, Franchising.

Course Objective:

To equip students with the necessary tools to analyze, plan, implement, and evaluate sales and distribution strategies to maximize profitability and customer satisfaction.

Course Outcomes:

The student will be able:

CO1: To understand the importance of Sales Management entails progressing through cognitive processes such as comprehension, analysis, and evaluation to recognize its significance in driving business operations.

CO2: To acquire knowledge about Personal Selling involves progressing through cognitive stages such as understanding, applying, and analyzing the fundamental concepts and techniques.

CO3: To Understand the nuances of Sales Force Management

CO4: To analyze more about Sales Control and Sales Expenses Management

CO5: To describe the concepts of Distribution Channel Management

Textbooks:

• Panda Tapan , Sahadev Sunil – Sales and Distribution Management – Oxford University Press
• Krishna Havaldar, Vasant M. Cavale – Sales and Distribution Management: Text and Cases –

McGraw Hill

References:

• Richard Still, Edward W. Cundiff – Sales Management: Decisions, Strategies & Cases – Pearson Education
• Johnson M., Kurtz D.L., Scheuing E.E. – Sales Management: Concepts Practice, and Cases – McGraw Hill
• David Jobber, Geoffrey Lancaste – Selling & Sales Management – Pearson Education
• Jeff Tanner, Honeycutt, Erffmeyer – Sales Management: Shaping Future Sales Leaders – Pearson Education
• Mark Johnston, Greg W. Marshall – Sales Force Management – McGraw Hill