Syllabus of National Institute of Technology - Tiruchirappalli (NIT-T) MBA - MB762 Sales Management

Conceptual understanding of Sales Management, Importance of sales force management in the Indian context. Personal selling process- prospecting, pre approach, approach presentation, convincing the prospect, handling the objection and closing.

Forecasting Sales and Developing Sales Budgets, Designing and organizing Sales Territories.

Sales organisations, Relations with other departments. Profiling and recruiting sales people, Selecting and hiring applicants.

Planning, executing and evaluation of sales training programs. Motivating a sales force and Sales force compensation, Sales force expenses and transportation, Sales meeting and Sales contest.

Analysis of Sales Volume, Marketing Cost and Profitability Analysis, Evaluating Sales persons performance.

Books:

1. Spiro, Stanton, Rich, "Management of Sales Force", Tata – Mcgraw Hill, 7th edition, 2003, New Delhi.

2. Still,R.R. & Cundiff etal., "Sales Management Decision Strategies & Cases", Prentice Hall, 4 ed., NewDelhi, 1996.

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