Sales and Retail Management Book MBA Third Sem VTU

Syllabus

Course Code: 22MBAMM304

Sales and Retail Management

Module 1                                                                                                             (7 Hours)

Introduction to Sales Management: Meaning, Evaluation, Importance, Emerging Trends in Sales Management, Elementary Study of Sales Organisations, Qualities and Responsibilities of Sales Manager. Selling Skills & Selling Strategies: Selling and Business Styles, Selling Skills, Situations, Personal Selling: Meaning and Definition, Selling Process, Sales Presentation, Handling Customer Objections, Follow-u Action.

Module 2                                                                                                             (9 Hours)

Management of Sales Territory & Sales Quota: Sales Territory, Meaning, Size, Designing, Sales Quota, Procedure for Sales Quota. Types of Sales Quota, Methods of Setting Sales Quota. Recruitment and Selection of Sales Force, Training of Sales Force.

Module 3                                                                                                             (9 Hours)

Sales Force Motivation and Compensation: Nature of Motivation, Importance, Process and Factors in the Motivation, Compensation-Meaning, Types of Compensation Plans and Evaluation of Sales Force by Performance and Appraisal Process. Sales Management Job: Standard Sales Management Process-International Sales Management -International Market Selection, Market Survey Approach or Strategy.

Module 4                                                                                                             (9 Hours)

Retail Management: Introduction and Perspectives on Retailing, World of Retailing, Retail Management, Introduction, Meaning, Characteristics, Emergence of Organisations of Retailing - Types of Retailers (Retail Formats) - Multichannel Retailing - Role of Retailing, Trends in Retailing, FDI in Retail - Problems of Indian Retailing- Ethics in Retailing- Current Scenario.

Module 5                                                                                                             (9 Hours)

Setting Up Retail Organisation: Size and Space Allocation, Location Strategy, Factors Affecting the Location of Retail, Retail Location Research and Techniques, Objectives of Good Store Design. Retail Market Strategy - Financial Strategy Human Resource Management, Information Systems and Supply Chain Management & Logistics. Store Layout and Space Planning: Types of Layouts, Role of Visual Merchandiser, Visual Merchandising Techniques, Controlling Costs and Reducing Inventories Loss, Exteriors, Interiors. Store Management: Responsibilities of Store Manager, Store Security, Parking Space. Problem at Retail Centers, Store Record and Accounting System, Coding System, Material Handling in Stores, Management of Modern Retails Stores.

Module 6                                                                                                             (7 Hours)

Relationship Marketing & International Retailing: Management & Evaluation of Relationships in Retailing, Retail Research in Retailing: Importance of Research in Retailing, Trends in Retail Research, Areas of Retail Research. Customer Audits, Brand Management in Retailing, Internationalization of Retailing and Evolution of International Retailing, Motives of International Retailing, International Retail Environment and Issues in International Retailing.