Course No. 503 SALES MANAGEMENT (PRSL XIX)
Marks: 80 Hours:40
Objective:
This course aimed to provide the students with a detailed understanding of the
various areas of Sales Management.
Course
Contents:
UNIT
I: Introduction.
Sales
Management----Nature, Scope, Objectives, functions and importance of Sales
Management. Developing a Sales Organisation---its importance and functions.
Formulation of Sales Strategy. 20:10
Hrs.
UNIT
II: Managing the Sales Force.
Steps
in designing and managing a Sales Force, functions and role of sales person and
the sales manager, recruitment, Selection and Training of the Sales Force. 20:10 Hrs.
UNIT
III: Personal Selling.
Nature,
Scope, Importance, significance and limitations of Personal Selling, Personal
Selling as a career, basic steps in Personal Selling process, methods of
Approaching, Objections Handling. 20:10 Hrs.
UNIT
IV: Sales Promotion and managing the distribution function.
Meaning
and significance of Sales Promotion, factors influencing Sales Promotion, Tools
of Sales Promotion, and Sales Promotion plan for new products, factors
affecting Promotion Mix. New role of marketing intermediaries, factors
influencing distribution channels. Impact of Online Shopping. 20:10 Hrs.
Text
and Reference Books:
1.
Smith.R—Sales Management, Prentice Hall of India, New Delhi.
2.
Kotler, Philip---Marketing Management, Prentice Hall, New Delhi.
3.
Patel, V.N---Dynamic Techniques of Sales Management, EBH Publishers, Guwahati.
4.Tanner:
Sales Management, Pearson, New Delhi.
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