MBA 332: SALES MANAGEMENT Course Objectives

Credit Units: 03

This course has been designed to help students learn sales management concepts and how to apply them to solve business problems and to function as effective managers. It deals with all important back end management of sales and front end personal selling issues with a view to handle the situations professionally and improve the outcome with result orientation.

Course Contents
Module I Changing world of Sales Management and Professionalism in sales. Classification of Personal Selling approaches. Sales jobs, Qualification and skill required for success. Organizational buyer behavior and buying situations. Contrasting Transactional and Relationship Selling models, Sales Teams. Sales management Competencies for effective and outstanding results. Module II Job analysis, description, qualifications, buyers perspective and methods of locating prospective candidates. Selection: Application forms, Types of Interviews, Testing and Validating the hiring process. Determining training needs, Training analysis, Methods of Evaluating sales Training and building a sales training program. Instructional methods used in training. Module III Motivation and the reasons for motivating sales people. Maslows Hierarchy of Needs related to the sales force motivators and companys actions to fill needs. Methods of giving status to sales people to motivate them. Sales force compensation. Components of compensation and their purpose. Comparison of various compensation plans. Module IV Sales territory; Reasons for establishing or revising Sales Territories, Setting up and revising Sales Territories: Market build-up and Work load method; optimizing sales territory. Prospecting: Developing a prospect base, Strategic prospecting, Sources of prospects, common causes of customer attrition, Preparing a prospect list and organizing information. Planning the initial sales call and approach. Sales Presentation techniques: Types of presentation techniques, Presentation sequence, Adoptive Selling Model. Demonstration plans, actions, custom fitting demonstrations, use of sales tools.

Examination Scheme
Components Weightage (%) CPA 5 TP 5 Q/S 5 A 5 ME 10 EE 70

References
Still, Cundiff and Govoni. (2009), Sales Management, Decisions, Strategies and Cases, Prentice Hall of India Pvt. Ltd. Ingram, Laforge, Avila, Schwepker Jr., Williams.(2009), Analysis and Decision Making, Segment Books Douglas J. Dalrymple, Cron and Decarlo.(2003), Sales Management, John Wiley & Sons Inc. Charles M. Futrell (2010). Fundamentals of Selling. Tata McGraw Hill Gerald L Manning, Michael Ahearne and Barry L Reece (2011). Selling Today, Prentice Hall Pub.