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Sales Management syllabus

MKM 2138 units · 30 topicsAcademic year 2083/84
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Sales Management

8 units

1. Introduction (5 LHs)

  1. Meaning of marketing
    1. Meaning of marketing
    2. Meaning
  2. Objectives and importance of sales management
    1. objectives and importance of sales management
  3. Evolutions of sales management
    1. Evolutions of sales management
  4. Sales management and overall performance
    1. Sales management and overall performance.

2. Sales Executive (5 LHs)

  1. Position of sales executive in the organization structure
    1. Position of sales executive in the organization structure
  2. Functions of sales executive
    1. Functions of sales executive
  3. Relation of sales executive with top management
    1. Relation of sales executive with top management
  4. Other departments
    1. and other departments

3. The Sales Organization (6 LHs)

  1. Concept and purpose of sales organization, Process of setting up a sales organization
    1. Concept and purpose of sales organization, Process of setting up a sales organization:- Defining objectives, Determination of activities and their volume of performance, Grouping activities into positions, Assignment of personnel to positions, Provision for coordination and control. Basic Types of Sales Organization: Line sales organization, Line and Staff sales organization, Functional sales organization, Committee sales organization
  2. Methods of measuring Sales Organization Effectiveness
    1. Methods of measuring Sales Organization Effectiveness:– sales analysis, marketing cost analysis, classification of marketing expenses, credit control, market share analysis, budgetary control, ratio analysis, management by objectives (MBO)

4. Sales Planning and Forecasting (6 LHs)

  1. Concept and importance of sales planning
    1. Concept and importance of sales planning
  2. Types of Sales Planning
    1. Types of Sales Planning: Strategic sales planning
  3. Operational sales planning and Tactical sales planning. Components of Sales Planning
    1. Operational sales planning and Tactical sales planning. Components of Sales Planning: Expenditure budget
    2. staff motivation
  4. Training and support
    1. training and support
  5. Evaluation and control
    1. and evaluation and control
  6. Sales Forecasting Techniques
    1. Sales Forecasting Techniques: Executive opinion
    2. Sales force opinion
    3. Moving average
  7. Regression technique
    1. Regression technique
  8. Multiple factor index approach
    1. and Multiple factor index approach.

5. Sales Force Management (10 LHs)

  1. Concept of sales force and sales force management
    1. Concept of sales force and sales force management, Functions of sales force management. Recruitment: Source, methods of recruitment, Selection: Process, Selection tests:- Formal application form, Interview, Reference and credit checks, Psychological test, Physical test. Training: Defining training aims, Training methods, Evaluating sales training programs. Motivation: Concept of sales force motivation, Motivational help from management, Theories of Motivation, Compensating the sales
    2. force: Concept of compensation, Types of compensation plans, Fringe benefits Sales Meetings: Sales Meetings and Sales Contests
  2. Evaluation
    1. Evaluation: Supervising, Controlling and Evaluation of the Sales force performance.

6. Channel Decision in Sales Management (6 LHs)

  1. Meaning and elements of distribution, Distribution System
    1. Meaning and elements of distribution, Distribution System: Methods of direct and indirect distribution systems, Types of Channel Members: Types and functions of channel members. Channel Conflict: Reasons of channel conflict
  2. Nature of conflicts and Methods of resolving channel conflicts
    1. Nature of conflicts and Methods of resolving channel conflicts
  3. Physical Distribution
    1. Physical Distribution: Physical distribution and logistics managemen.t

7. Management of Sales Quotas and Sales Territories (5 LHs)

  1. Concept — Management of Sales Quotas and Sales Territories
    1. Concept, Objectives and types of sales quotas, Administering the Quota System, Reasons for not using Sales Quotas
  2. Concept and types of Sales Territory, Reasons for establishing Sales Territories
    1. Concept and types of Sales Territory, Reasons for establishing Sales Territories
  3. Reasons for not having Territories
    1. Reasons for not having Territories
  4. Procedure for setting up Sales Territories
    1. Procedure for setting up Sales Territories.

8. Sales Evaluation and Control (5 LHs)

  1. Concept of sales control, Need of Sales Evaluation and Control
    1. Concept of sales control, Need of Sales Evaluation and Control
  2. Process of Sales Control
    1. Process of Sales Control
  3. Tools of Sales Control and Analysis
    1. Tools of Sales Control and Analysis: Sales audit, Market audit, Sales force expense analysis