Sales Management

Syllabus

MBAT422: Sales Management

Unit 1

Introduction

The Nature and Importance of Personal Selling, Nature of Sales Management Situation where Personal Selling is More Effective than Advertising, Types of Selling Situations, Types of Sales Persons, Application of AIDA Model in Personal Selling.

Unit 2

Process of Personal Selling

Process of Effective Selling; Prospecting, Pre-approach, Approach, Presentation and Demonstration, Handling the Objections, Closing the Sales, Post-Sale Activities, Qualities of a Successful Sales Person with Reference to B-2-C, B-2-BMarketing.

Unit 3

Controlling the Sales Effort

Sales Forecasting; Sales Budget, Sales Quotas, Sales Territories, Sales Controlling and Sales Cost Analysis.

Unit 4

Managing the Sales Force

Recruitment and Selection, Training and Development, Compensation and Innovation, Direction and Suspension, Performance Appraisal of Sales Personnel.

Unit 5

Emerging Issues in Selling Aspects

Ethical and Legal Aspects of Selling, Measures for Making Selling as Attractive Career, Recent Trends in Selling.