Course Contents

1. Introduction to Selling & Sales Management: Introduction, The Sales Management Process, and Total Quality Management, The Field Sales Manager’s job. 2. Strategic Planning & Budgeting: Strategic Management Planning, Strategic Marketing Planning, Strategic Sales Force Decisions, The Sales Budget, Quality Sales Management, And Ethical Situations. 3. Personal Selling: Basic Types of Selling Approaches, Pre-interaction Phase, The Interaction Phase, The Post interaction Phase, Ethical Situations and Sales force Automation 4. Account Relationship Management: Organizational Purchasing Process, Buying Center, Building Relationships, Relationship Binders, And Ethical Situations 5. Territory Management: Sales Force Productivity, Locating and Qualifying Prospects, Minimum Account Size, Account Analysis and Time Allocation, Managing Territory Profitability, Territory Coverage, Personal Time Management, Management’s Role. 6. Recruiting and Selecting Personnel: Planning Cycle, Recruiting, Selecting Prospects, Validating the Hiring Process 7. Sales Training: Why Train Salespeople, Planning for Sales Training, Developing the Training Program, Evaluating Sales Training, Follow- Up 8. Organization: Organizational Principles, Specialization, Major Accounts Program, Telemarketing and Number of Salespeople. FINAL TERM PROJECT: Final term Project on Specific Topic will be composed on following part: 1. Introduction of Organization and sales department 2. Hierarchy of department 3. Territory Management and Selling approaches 4. Customer categorization and issue handling 5. Hiring and Training Programs for Employee 6. Employee Incentive and compensation Programs 7. Recommendations 8. Conclusion Students have to work on the above stated lines for writing and preparing presentation of their projects.

Course Synopsis

The focus of this course is on the specific skills required by the modern Sales Manager to achieve results through the efforts of the sales team - the essence of management. To broaden the appeal of selling and management of sales as a profession for marketing graduates, and to give those who opt for a mainstream marketing career an understanding of these areas, thereby making them more effective and multi-skilled marketing people.

Course Learning Outcomes

It is intended that the student will: • Understand the role and importance of selling as an element of the marketing mix. • Have a framework for making an effective and planned sales call in a number of different sales situations. • Understand the impact of strategic planning on selling and sales management.