SALES FORCE MANAGEMENT

 

Real Business in on the field. It is the Sales team which ultimately brings in this  business to the organisation. Hence, the importance of Sales Management can not be overemphasised.

Keeping this in mind, this course deals with Role of Sales Management and the Mangement of Sales force.

 

This is a 15 hours 1.5 credits course.

 

Prescribed Text Book : Sales and Distribution Management , Krishna K Havaldar and Vasant M Cavale ( TMH)

 

1

 

 

Introduction to Sales Management

 

Nature and Role of SM

 

 

Chap 1. Case PI Foods Ltd

 

 

Selling Process : Preparation and process

 

Chap  2

 

 

Planning, Forecasting and Budgeting

 

 Marketing and Sales, Strategy,

 

 

 

Chap 3

 

 

Sales Territories and Fixing Targets

 

 Assigning sales force

 

Chap 4

 

 

Organising and Staffing the Sales Team

 

 Types of organization, Size of sales force, Staffing

 

Chap 5

 

 

Training and Motivating

 

 Compensation

 

Chap 6 Case CG Ltd Refresher Course

 

 

Controlling Sales Force

 

Chap 7

 

 

 

 

 

 

 

 

 

 

 

 

Evaluation (subject to review)

 

 

1

 

CP, presentations and Attendance

 

20

 

2

 

Quiz        

10

 
3 Mid- Term 20
4 Final 40

 

 

SALES FORCE MANAGEMENT Grades
MK 659
             
             
  CP QUIZ MID TERM FINAL TOTAL GRADE
  30 10 20 40 100  
JANU PRIYA RAJU 24 7 15 33 79 A
JAYADEVAN 20 2 12 27 61 B
KARTHIK MEHTA 20 5 12 23 60 B

 


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