Page 4 - DMGT205_SALES_MANAGEMENT

SYLLABUS
Sales Management

Objectives: The purpose of this course is to familiarise students with the principles, strategies and skills of selling and
managing the selling function. This course also provides an understanding of the tools and techniques necessary to effectively
manage the sales function, the sales organization and the sales individual.

Sr. No. Description
1. Introduction to Sales Management and Personal Selling, Personal Selling Career Opportunities
2. Personal Selling: Preparation and Process
3. Setting Personal: Selling Objectives, Determining Sales related Marketing Policies, Formulating Personal
Selling Strategies
4. Organising Sales Effort-role of Sales Executive, Sales Organization Structures: Sales Department Relations,
Distributive-Network Relations, Sales Force Management – Sales Personnel Management, Recruiting and
Selecting Sales Personnel planning
5. Executing and Evaluating Sales Training Programme, Motivating Sales Personnel, Compensating Sales
Personal
6. Managing Sales Personnel: Managing Expenses, Sales Meeting and Sales Contest.
7. Controlling the Sales Effort: The Sales Budget, Quotes, Sales Territories, Sales Control and Cost Analysis,
8. Evaluating ad Supervising Sales Personnel Performance
9. Building long-term Partnership through CRM
10. International Sales Management