Course info

Course Name

Sales Management

Type of Course

Elective – Marketing

Course Code

MBM21E03

Course Summary & Justification

This course allows the students to explain the various concepts of sales and distribution,aspects of sales force and distribution channel,steps of sales planning process. This course also enables the students to develop an understanding of the concept of recruitment,selection,training ,motivation etc for sales force management.

Semester

3/4

Credits

4

Total Student Learning Time (SLT)

Learning Approach

Lecture

Tutorial

Practical

Others

Total Learning Hours

Authentic learning

Collaborative learning

Case based learning

60

5

-

15

80

Pre-requisite

NIL

As per the requirement of the course

Others-  Library, field work, seminar and assignment preparations, test, journal, discussion etc.

CO No.

Expected Course Outcome

Upon completion of this course, students will be able to;

Learning Domains

PSO No.

1

Describe and explain sales planning process.

A

1,2,3

2

Should be able to forecast sales objective for any organisation.

E

2,3,5,

3

Being given a sales plan, one can design strategies for sales force management

 C

2, 3, 5, 7

4

Compare and design the optimal channel for an organisation.

An

5, 8,11

5

Compare and select the best alternative for logistic design.

An

5,6,7,8

*Remember (R), Understand (U), Apply (A), Analyse (An), Evaluate (E), Create (C), Skill (S), Interest (I) and Appreciation (Ap)

Hrs

CO.No.

Unit 1

14Hrs

1.1

Sales as a function of Marketing Management

2

1

1.2

Theories ofSelling – Buyer Seller Dyads, AIDAS Theory, Right Set of Circumstances Theory, BuyingFormulaTheory,BehaviouralEquationTheory,sellingprocess. 

4

1,2

1.3

SalesManagement Functions &Responsibilities, Qualities of salesmen.

2

1

1.4

Concept of Personal selling and steps involved in Personal Selling.

3

1,2,3

1.5

Sales organisations and its purposes,  Basic types of sales organisations

3

2,4

Unit 2

16Hrs

2.1

Sales Planning; Forecasting; Qualitative and Quantitative Methods

2

2

2.2

Sales Territories – Concept of Sales territory

2

3,4

2.3

Procedures for setting up Sales territories – Deciding assignment of sales personnel to territories

3

3,4

2.4

Routing and Scheduling of Sales Force

3

2,3

2.5

Sales budget – Purpose, form and content of sales budgets

3

1,2,3

2.6

Sales Quota – Concept, Types of quota, Quota setting procedures, Administering the quota system

3

2,3

Unit 3

12Hrs

3.1

Sales Force Management: Estimation of Sales Force; Workload, Breakdown and Incremental Analysis

4

1,3

3.2

Selection and Training – Sales job analysis, Sales job description, Recruiting Sales persons. Selection – Screening, Interviewing/Testing, Induction and placement

4

3

3.3

Building Sales training programmes, Deciding Training Contents, Selecting training methods, Execution and evaluation of training programmes

4

3

Unit 4

8 Hrs

4.1

Motivating Salesmen – Concept of motivation.

2

2,3

4.2

Need for motivating sales persons, Motivation and morale of sales persons

2

3

4.3

Application of different motivation theories in sales management

2

3

4.4

Compensating Salesmen- Requirement of a good sales compensation plan, Types of compensation plans, Steps in devising a sales compensation plan.

2

2,3

Unit 5

10 Hrs

5.1

Performance Evaluation for Salesmen

2

3,4

5.2

Standards of performance, Relation of performance, standard to personal selling objectives, Recording actual performance, Evaluation

3

2,3

5.3

Sales Meetings - Planning and staging sales meetings, Sales contests

3

3

5.4

Sales Control – The sales audit, Sales analysis Marketing cost analysis.

2

3,4

Teaching and Learning Approach

Classroom Procedure (Mode of transaction)

Authentic learning, case-based learning, collaborative learning, seminar, group activities. 

Assessment Types

Mode of Assessment 

·        Continuous Assessment (CA)

·        Tests

·        Seminar Presentation – a theme is to be discussed and identified to prepare a paper and present in the seminar 

·        Assignments

·        End Semester examination