Sales Management

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Saroj Kumar & Tripti Singh

BBA, Karnatak University, Fifth Semester

Syllabus 
Module-I                                                                               (8 Hrs)
a)      Nature and Scope of Sales Management: Meaning and Scope of Sales Management Objective of Sales Management, Functions of Sales Management.
b)      Sales Organization: Meaning and Importance of Sales Organization, Sales Organization, Structure Line, Line and Staff, Functional and Committee Sales Organization, Basic Issues in Developing Sales Organization.
 
Module-II                                                                           (10 Hrs)
a)      Sales Personnel Planning: Nature of Sales Personnel, Planning and Its Importance, Sales Job Analysis and Job Description.
b)      Qualities of a Successful Salesman.
c)      Training and Development of Sales Personnel, Meaning of Training, Need and Importance of Training, Methods of Sales Training.
 
Module-III                                                                            (8 Hrs)
Compensating Sales Personnel:
a)      Requirements of Sound Compensating Plan: Reimbursement of Sales Expenses, Methods of Controlling and Reimburse Sales Expenses.
b)      Sales Incentives: Meaning of Sales Incentives, Types of Incentives, Sales Meeting, Sales Meeting and Conventions, Types of Meeting and Conventions.
c)      Sales Contest.
 
Module-IV                                                                          (10 Hrs)
a)      Personal Selling: Importance of Personal Selling, Difference between Advertising, Personal Selling, Sales Promotion Objectives of Personal Selling, Personal Selling Strategy.
b)      Various Steps in Selling Process: Prospecting Various Steps in Prospecting Customer, Customers Need, Planning Presentation, Various Presentation Techniques, Identifying Objections, Obstacle to Sales Objections, Types of Objections, Handling Objections, Closing, Closing Methods that Sales Personnel can Employ Follow-Up in the Selling Process, Various Principles to be Followed in Follow-Up Purposes.
 
Module-V                                                                              (8 Hrs)
a)      Sales Budget: Sales Budget, Nature of Sales Budget, Scope of Sales, Budget, Types of Sales of Sales Budget, Sales Budgeting Process, Methods Of funding Sales Force.
b)      Sales Quotes: Meaning of Quotes, Objectives of Sales Quotes, Relationship Among Sales Quotas, the Sales Forecast and Sales Budget, Various Types of Sales Quotas as used by Indian Sales Managers, Administering the Quota System.
c)      Sales Territories: Nature of Sales Territory Reasons to Establishing and Revising Territories, Reasons for Revising Sales Territories, Basis for Sales Territories, Reasons for Revising Sales Territories, Procedures for Setting up Territories, Assignment of Sales Personnel to Territories, Routing and Scheduling Sales Personnel.
 
Module-VI                                                                            (6 Hrs)
Sales Control and Cost Analysis Objectives of Sales Control. The Sales Control Process, Sales Analysis, Sales Audit Procedure of Sales Audit, Cost Analysis, Nature and Purposes of Cost Analysis, Classification of Cost and Cost Analysis Procedure.
KUD/BBA/5/09
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