Sales expenses and marketing costs

Unit 10: Supervising, evaluating, and controlling Sales and Sales PersonnelTopic 2 of 4

Browse the Fundamentals of Selling syllabus

Fundamentals of Selling

11 units

1 Introduction
- Selling foundations and roles
- Sales duties, jobs and qualifications
2 Understanding Sales Process
3 Communication and Transactional Analysis in sales Job
4 Buyer Behavior and buying Process
- Buyers and individual decisions
- Organizational buying and customer knowledge
5 Building future sales and customer Relations
6 Managing Sales force in the organization
- Sales force tasks and design
- Recruitment, selection and challenges
7 Arrangement of Sales Territories
- Territory rationale
- Territory management and account planning
8 Arrangement of Sales Quotas
- Quota foundations and types
- Quota methods and problems
9 International Sales
- Foreign opportunities and buyers
- Difficulties and international sales tools
10 Supervising, evaluating, and controlling Sales and Sales Personnel
11 Project Work
- Project requirement
- Assignment and preparation

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What the syllabus expects

Sales force expense and analysis
Marketing cost analysis
Classification of marketing expenses

Sales expenses and marketing costs

Bachelor of Business Studies (BBS) — Fourth Year

Subject: Fundamentals of Selling (MKT 250)

Unit 10: Supervising, evaluating, and controlling Sales and Sales Personnel

Academic Year: 2083/84

Topic Objectives

After studying this topic, students should be able to:

Explain the scope and key elements of sales expenses and marketing costs.
Apply the relevant marketing concepts to a defined customer group, market or business decision.

Curriculum Scope

Sales force expense and analysis
Marketing cost analysis
Classification of marketing expenses

Detailed Microsyllabus

Sales expenses
1. Identify and classify sales-force costs.
2. Compare expenditure with activity and results.
3. Use consistent periods.
Marketing-cost analysis
1. Allocate costs using justified bases.
2. Identify significant patterns.
3. Recognize limits of shared-cost allocation.

Curriculum reference: Tribhuvan University, Faculty of Management, revised four-year BBS curriculum, PDF pages 97–99.

Source note: The curriculum scope above is retained from the existing TU syllabus breakdown. The numbered study subtopics are editorial elaborations for teaching and study, rather than a separately issued TU syllabus. Unit or component allocations apply at their stated level; no separate topic hours or marks are assigned here. Examples involving current laws, rates, institutional products or Nepalese status must identify the relevant period and official materials; no changing numerical or legal requirements are invented here.