Sales Management

Paper Code: 
FSI 317
Credits: 
3
Contact Hours: 
45.00
Max. Marks: 
100.00
Objective: 

This course provides the knowledge of the various functional aspect of sales management on the whole and equips the students with the salesmanship skills.

9.00
Unit I: 
Sales management

concepts, objectives, functions, importance and process

9.00

Salesmanship, Personal selling: objectives, qualities of successful salesperson, personal selling process, Sales organization structures

9.00

Determining salesperson requirement, methods (Workload method) Recruitment, Selection, and Training Sales person, Sales training programme

9.00

Compensating and motivating Sales person, Sales Forecasting, Sales Quota, Sales territory, Routing

9.00

Controlling sales personnel, performance appraisal, Sales budget, Sales control and cost analysis

Essential Readings: 
  1. Still, Cundiff, Govoni, Sales Management: Decisions, Strategies and Cases, Prentice Hall of India, New Delhi
  2. Chunawalla, S. A., Sales Management, Himalaya Publishing House, Mumbai, 2003, 5th ed.

 

 

 

 

References: 
  1. Calvin, Robert J., Sales Management, Tata McGraw-Hill, 2002
  2. Mathew, M.J., Sales Management and Sales Promotion, RBSA Publishers, Jaipur
  1. Sudha, G.S., Sales Management, Ramesh Book Depot, Jaipur

 

Academic Year: 
2019-2020
  • Printer-friendly version
  • PDF version