Sales Management Syllabus NEP 2024 [BCOM 2ND Sem Dibrugarh University]

BACHELOR OF COMMERCE PROGRAMME (FYUGP)

DETAILED SYLLABUS OF BCOM 2ND SEMESTER

SEMESTER-II

Title of the Course: SALES MANAGEMENT

Course Code: GEC-2B

Nature of the Course: Generic Elective Course (GEC)

Course Credit: 03 credit

Distribution of Marks: 80 (End Sem) + 20 (In-Sem)

COURSE OBJECTIVES:

® To make the students acquainted with sales and Sales Management Process, its role in overall marketing policy and strategies, effective sales techniques and controlling sales process.

UNIT I:                                  (25 Marks)

Personal Selling and Marketing Strategy: Sales Management and the Business Enterprise; Personal Selling and Salesmanship; Personal Selling Objectives; Types of Selling- Transaction, Relationship, Solution and Partnership; Sales Cycle.

UNIT II:                                 (20 Marks)

Organizing the Sales Efforts: The Effective Sales Organization; Sales Department Relations and Distribution Network Relations

UNIT III:                               (20 Marks)

Sales Force Management: Personal Management in the Selling Field; Recruiting Sales Personnel; Planning Sales Training Programmes; Executing and Evaluating Sales Training Programmes; Motivating Sales Personnel; Compensating Sales Personnel;

UNIT IV:                               (15 Marks)

Controlling and Sales Effort: The Sales Budget; Quotas; Sales Territories; Sales Control and Cost analysis.

Course Outcome:

The course will be enabling the students to understand

1. Process of Sales Management

2. Marketing Policies and Strategies

3. Sales Techniques

MODES OF IN-SEMESTER ASSESMENT:                   (20 Marks)

® One Sessional Examination – 10 Marks

® Others (Any One) – 10 Marks

o Seminar Presentation on any of the relevant topics

o Assignment

o Field Visit

Suggested Readings:

1. George E. Belch & Michael A. Belch: Advertising and Promotion; published by Tata Mc.Graw Hill.

2. B. Ghosh: Fundamentals of Marketing Management published by Books & Allied (P) Ltd.

3. Kotter, Keller, Kashey & Jha: Marketing Management, published by Prentice Hall; India.

4. Mike Gale & Julian Clay: The Sales Manager’s-A Handbook; Crest publishing House, India.

9. Richard R. Still, Edward W. Cundeff & Norman A.P. Govoni: Sales Management. published by Prentice Hall India.