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MBN M657

SALES MANAGEMENT

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UNIT I Evolution of the Sales Department Selling objectives

6

- Sales Management Objectives Types of Personal

UNIT II

Market Potential Sales potential Sales Forecast Analysing Market Potential Market

Indexes Sales Forecasting Methods Determining Sales-Related Marketing Policies.

6

UNIT III

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. Personnel Management in the Selling Field: Sales Force Management Job Analysis Job Description - Organization for Recruiting and Selection The Pre-recruiting Reservoir Sources of Sales Force Recruits The Recruiting Effort Selecting Sales Personnel

6

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UNIT IV

6

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.

UNIT V

The Sales Budget: Purpose of the Sales Budget Form and Content Budgetary Procedure -

Quotas: Objectives in using Quotas

Territories: Sales Territory Concept Reasons for Establishing Sales Territories Procedures for Setting up Sales Territories Routing and Scheduling Sales Personnel.

- Types of Quotas and Quota-Setting Procedures Sales

6

Total = 30

Reference Book 1. Richard R. Still, Edward W.Cundiff & Norman A.P.Govoni; “Sales Management “ Prentice Hall of India, 5 th Edition.

SCHOOL OF MANAGEMENT SRM UNIVERSITY Ramapuram Campus, Chennai - 89 LESSON PLAN

Format No:

Issue No.

SUBJECT CODE: MBN M657

DEGREE/BRANCH: MBA

SUBJECT

: SALES MANAGEMENT

FACULTY

: K. PRAKASH

TOTAL No. OF HOURS: 30

SL.

UNIT

TOPIC

No. OF

REFERENCE

PAGE

NO.

HOURS

BOOK

NO

1

I

Evolution of the Sales Department

1

T1

2

- 3

2

I

Sales Management

1

T1

3

- 4

3

I

Objectives

1

T1

4

- 5

4

I

Types of Personal Selling objectives

 

1

T1

36

- 38

5

I

CASE STUDY

1

T1

 

-

6

I

CASE STUDY

1

-

 

-

7

II

Market Potential Sales potential

1

T1

39

- 42

8

II

Sales Forecast Analyzing Market Potential

1

T1

 

42

9

II

Market

Indexes

Sales

   

42

- 54

Forecasting Methods

1

T1

 

10

II

Determining Marketing Policies

Sales-Related

1

T1

58

- 76

11

II

CASE STUDY

1

-

 

-

12

II

CASE STUDY

1

-

 

-

13

III

Nature of Sales Management Positions Functions of the Sales Executive Qualities of Effective Sales Executives

1

T1

171

- 176

14

III

Relations with Top Management Relations with Managers of other Marketing Activities Compensation Patterns for Sales Executives

1

T1

177

- 181

15

III

Purposes of

Sales Organization

     

Setting up a Sales Organization - Basic types of Sales Organizational Structures Field organization of the sales department

1

T1

183

- 198

16

III

Schemes for dividing Line Authority in the Sales Organization.

 

1

T1

199

204

17

III

Personnel Management in the Selling Field- Sales Force Management Job Analysis Job Description - Organization for Recruiting and Selection The Pre- recruiting Reservoir Sources of Sales Force Recruits The Recruiting Effort. Selecting Sales Personnel

   

288

299

302

311

1

T1

312

- 339

18

III

CASE STUDY

1

-

 

-

19

IV

Training , Motivation And Compensation Of Sales Force :

   

341

- 346

Building Sales Training Programs Defining Training Aims Deciding Training Content

1

T1

 

20

IV

Selecting Training Methods Organization for Sales Training Evaluating Sales Training Programs

   

346

353

1

T1

356

- 365

21

IV

Motivation Motivational Help from Management - Requirements of a Good Sales Compensation Plan

   

367

369

1

T1

385

22

IV

Devising a Sales Compensation Plan Types of Compensation Plans

1

T1

383

- 394

23

IV

Fringe Benefits

1

T1

395

- 396

24

IV

CASE STUDY

1

-

 

-

25

V

The Sales Budget: Purpose of the Sales Budget Form and Content Budgetary Procedure

1

T1

525

535

26

V

Quotas: Objectives in using Quotas - Types of Quotas and Quota- Setting Procedures

1

T1

537

548

27

V

Sales Territories: Sales Territory Concept

1

T1

555

557

28

V

Reasons for Establishing Sales Territories - Procedures for Setting up Sales Territories

1

T1

557

573

29

V

Routing and Scheduling Sales Personnel

1

T1

574 -575

30

V

CASE STUDY

1

-

 

-

REFERENCE BOOKS:

T1: Richard R. Still, Edward W.Cundiff & Norman A.P.Govoni; “Sales Management“ Prentice Hall of India, 5 th Edition.

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