MBA 332: SAL ES M ANAGEMENT Credit Units: 03 Course Obj e ctive s Th is course h as b een d es ig ne d t o h e lp stu d ents le a r n sa le s mana g ement conc e p t s an d h o w t o a p p ly t h em to s o lv e business problems a nd to functi on as e ffective m ana gers. It dea ls with all im portant ba ck end m ana gem en t of sa les an d front e nd p ersona l se lling issues with a view to han dle the situations profess ionall y an d improve the outcome with result orientation. Course Conte nts Module I Changing world of Sales Management and Professionalism in sales. Classification of Personal Selling approaches. Sales jobs, Qua lifica tion and skill re quired for success. Organizational buye r be ha vior an d b uying situations. Contrasting Transa ctional and Relationship Selling m odels, Sales Team s. Sales m an ag em en t Compe ten cies for effective and outstan ding re sults. Mod ule I I J o b ana ly s is , d e s c r ip t io n, q ua lific at io ns, b u y e r ’s p e r s p ect iv e an d met h o d s o f lo ca t in g p r os p e ct iv e c an d id a t es. Se le ction: App lica tion form s, T ype s of Inte rvie ws, Tes ting an d Va lida ting the h iring proc e ss . Dete rm ining training n ee ds, Training ana lysis, Me thods of Evaluating s ales Training a nd buil ding a sa les training progra m. I nstructional m e thods us e d in training. Mo du le I I I Motivation an d the re as ons for m otivat ing sa les p e ople. Mas low’s Hi era rchy of Nee ds re lat ed to th e s ales force m otivators a nd com pa ny’s a ctions to fi ll ne eds. Methods of giving s tatus to sa les people to m otivate them . Sales force com pe nsa tion. Comp onen ts of comp ens ation a nd the ir purpose. Comp ari son of various com pen sation plans. Mod ule I V Sales territory; Reasons for establishing or revising Sales Territories, Setting up and revising Sales Territories: Marke t build-up an d Work l oad m et hod; optimizing sales te rri tory. Prospecting: Devel oping a prospect ba se , Strateg ic prospecting, Sources of prospects, com mon caus es of custom er at trition, Pre pa ring a prosp ect li st a nd orga nizing informa tion. Pl an ning the initi a l sa le s ca ll an d a pproa ch. Sales Prese nta tion tech niques : Type s of pre se nta tion tech nique s, Pres e nta tion seq ue nce , Adoptive Selling Mode l. Demon strati on p lans, a ctions, custom fitting de m onstrations, use of sales tools. Examination Scheme Com p onen t s CPA TP Q/ S A ME EE Weightag e (%) 5 5 5 5 10 70 Re fe re nces Still, Cund iff and Govoni. (2009), Sales Mana gemen t, Decisions, Stra te gies a nd Ca se s, Prentice Hall of I ndia Pvt. Ltd . Ing ra m , L a forge, Avila, Schwe pke r J r., Willia m s.(20 09), Ana lysis an d Dec ision Ma king , Segm e nt Books Douglas J . Da lrymp le , Cron a nd Deca rlo.(200 3), Sales Man ag e m en t, J ohn Wi ley & Sons Inc. Cha rle s M. Futre ll (2010 ). Fun da m e nta ls o f Sell ing . Ta ta McGra w Hill Gera ld L Ma nning , Micha e l Ahe arn e an d Barry L Ree ce (2011). Sell ing Toda y, Prentice Hall Pub.
