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Sales Management: Strategies & Structures

This document outlines the topics covered in a Sales Management course, including evolution of sales departments, sales forecasting methods, setting up a sales organization and structure, personnel management and recruiting salespeople, training and motivating the sales force, sales compensation plans, sales budgets and quotas, sales territories, and routing salespeople. The course allots 30 total hours and uses the textbook "Sales Management" by Still, Cundiff, and Govoni as the primary text.

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Vinod Kumar
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6 views1 page

Sales Management: Strategies & Structures

This document outlines the topics covered in a Sales Management course, including evolution of sales departments, sales forecasting methods, setting up a sales organization and structure, personnel management and recruiting salespeople, training and motivating the sales force, sales compensation plans, sales budgets and quotas, sales territories, and routing salespeople. The course allots 30 total hours and uses the textbook "Sales Management" by Still, Cundiff, and Govoni as the primary text.

Uploaded by

Vinod Kumar
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOC, PDF, TXT or read online on Scribd

MBN M657 SALES MANAGEMENT L T P C

3 0 0 2

SALES MANAGEMENT :Evolution of the Sales Department - Sales Management –


Objectives – Types of Personal Selling objectives – Market Potential – Sales potential –
Sales Forecast – Analyzing Market Potential – Market Indexes – Sales Forecasting
Methods – Determining Sales-Related Marketing Policies. CASES-:Nature of Sales
Management Positions – Functions of the Sales Executive – Qualities of Effective Sales
Executives – Relations with Top Management – Relations with Managers of other
Marketing Activities – Compensation Patterns for Sales Executives – Purposes of Sales
Organization – Setting up a Sales Organization - Basic types of Sales Organizational
Structures – Field organization of the sales department - Schemes for dividing Line
Authority in the Sales Organization. CASES-: Personnel Management in the Selling
Field : Sales Force Management – Job Analysis – Job Description - Organization for
Recruiting and Selection – The Prerecruiting Reservoir – Sources of Sales Force Recruits
– The Recruiting Effort – Selecting Sales Personnel .Training , Motivation And
Compensation Of Sales Force : Building Sales Training Programs – Defining Training
Aims – Deciding Training Content – Selecting Training Methods – Organization for
Sales Training – Evaluating Sales Training Programs - Motivation – Motivational Help
from Management - Requirements of a Good Sales Compensation Plan – Devising a
Sales Compensation Plan – Types of Compensation Plans - Fringe Benefits.: The Sales
Budget: Purpose of the Sales Budget – Form and Content – Budgetary Procedure -
Quotas: Objectives in using Quotas - Types of Quotas and Quota-Setting Procedures –
Sales Territories: Sales Territory Concept – Reasons for Establishing Sales Territories –
Procedures for Setting up Sales Territories – Routing and Scheduling Sales Personnel.
CASES
Total Hours: 30

TEXT BOOK:

[Link] R. Still, Edward [Link] & Norman [Link]; “Sales Management “


Prentice – Hall of India , 5th Edition.

REFERENCES BOOK:
1. Ramneek Kapoor , Fundamentals of Sales Management , Macmillan
2. Inagram , LaForge, Avila,Schwepker Jr.,Williams , Sales Management , Thomson

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