MBAM-203 SALES MANAGEMENT M.T: 3 HRS M.

M:70

Objective: The purpose of this course is to enable students to learn the process,
tools and techniques of Sales.

UNIT 1

Sales Management: Concept, Objectives and functions; Integrated sales and

marketing management; Personal Selling: Concept classiiication of sales jobs; Buyer
seller dyads; Personal selling process; Theories of selling. UNIT II

Sales Flaming: Importance, approaches and process of sales planning; Sales

forecasting; Sales budgeting. Sales Organization: Purpose, principles and process of
setting up a sales organization; Sales organizational structures; Field sales
organization; Determining size of sales force. UNIT III

Territory and Quota Management: Need, procedure for setting up sales territories;
Time management; Routing; Sales Quotas: Purpose, types of quotas, administration
of sales quotas. Managing the Sales-force : Recruitment, selection, training,
compensation, motivating and leading the sales-force; Sales meetings and contests.
UNIT IV Control Process: Analysis of sales, costs and profitability, Management of
sales expenses; Evaluating sales force performance; Ethical issues in sales
management
Suggested Readings:
. Anderson, Hair, Bush: Professional Sales Management, McGraw Hill, Singapore.
0 Dalrymple DJ and WJ. Cron: Sales Management-Concepts and Cases, John Wiley,
New York.
0 Ford, Churchill, Walker. Management of sales force, McGraw Hill, Singapore. 0
Johnson, Kurtz, Schewing: Sales Mangement, McGraw Hill, Singapore. Krik C.A.:
Salesmanship, Tarapore wala, Bombay. 0 Lancaster G: Selling and Sales
Management, Macmillan, New Delhi. Stanton, WJ and R Spiro: Management of Sales
Force, McGraw Hill, Singapore ' Still, Richard R., Edward W. Cundifii and Norman A.P.
Govoni: Sales Management,

Prentice Hall, New Delhi.