ADVANCED SALES MANAGEMENT

Course Code: Course Objective:

In the fast changing, dynamic marketing environment of 21st century, the role of salesperson has changed from being seller of products and service to a solution provider. Today, sales manager are looked upon as corporate team leaders who are able to manage sales across multiple channel formats. They are expected to coordinate sales and distribution functions in order to achieve the goals of their organizations. This advanced sales management program is meant to acquaint the aspiring sales managers with theories, concepts, techniques and practices related to sales in this era of higher customer orientation of businesses. To introduce students to the concepts and theories of Advanced sales Management To develop an understanding of important selling skills such as Negotiation and Problem Solving.. To help understand the various facets of the role of a sales manager.

MMS 303

Credit Units: 03

Course Contents:
Module I: Nature, role and importance of Sales Management Evolution of Sales Management to modern day, Nature and importance of Sales Management, Emerging trends in Sales Management, Selling Situations and Selling Skills, Negotiation & Problem Solving Module II: Managing Sales Information & Process Strategic Planning for Sales, Forecasting Marketing Demand, Forecasting Approaches, Buying Situations and the Sales Process Module III: Management of Sales Territories and Sales Quotas Sales Territories size & design, Sales Quota Type, Method & Problem Module IV: Organising & Staffing Salesforce Size of the Salesforce, Planning the Recruitment, Selection of a Salesperson Module V: Training, Motivation & Compensation of Salesforce Managing the Sales Training Process, Motivating the Salesforce, Compensating the Salesforce, Controlling & Evaluating the Salesforce Module VI: Emerging Trends in Advanced Selling Integrating Sales with Other functions of Management, The Ten Commandments of Effective selling, Making and Retaining Customers for Lifetime, Latest emerging trends and practices to be discussed.

Examination Scheme:
Components Weightage (%) Group Proj 10 Att. 5 Mid TE 15 ETE 70

Text & References:

Text: Sales Management By Tanner , Honeycutt, Erffmeyer , Pearson Education References: Sales Management-E Cundiff and N Govini 5th Edition. Prentice Hall of India.

Sales and Distribution Management- Tapan Panda and Sunil Sahadev, Oxford, 2007 Smart Selling, Christopher Power. What makes a good salesman, David Mayer and H M Greenberg. Management of Sales force, Stanton, Bursnick and Spiro Sales and Distribution Management-KK Havaldar and VM Cavale, 2008. T M Hill