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 6 Market Potential Sales potential Sales Forecast Analysing Market Potential Market Indexes Sales Forecasting Methods Determining Sales-Related Marketing Policies. UNIT III 6 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 . 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 6 The Sales Budget: Purpose of the Sales Budget Form and Content Budgetary Procedure Quotas: Objectives in using Quotas - Types of Quotas and Quota-Setting Procedures Sales Territories: Sales Territory Concept Reasons for Establishing Sales Territories Procedures for Setting up Sales Territories Routing and Scheduling Sales Personnel. Total = 30 Reference Book 1. Richard R. Still, Edward W.Cundiff & Norman A.P.Govoni; Sales Management Prentice Hall of India, 5th Edition.

SCHOOL OF MANAGEMENT SRM UNIVERSITY Ramapuram Campus, Chennai - 89 LESSON PLAN SUBJECT CODE: MBN M657 SUBJECT : SALES MANAGEMENT FACULTY : K. PRAKASH

Format No: Issue No. Issue Date:

DEGREE/BRANCH: MBA TOTAL No. OF HOURS: 30

SL. NO. 1 2 3 4 5 6 7 8 9 10 11 12 13

UNIT I I I I I I II II II II II II III

TOPIC Evolution of the Sales Department Sales Management Objectives Types of Personal Selling objectives CASE STUDY CASE STUDY Market Potential Sales potential Sales Forecast Analyzing Market Potential Market Indexes Sales Forecasting Methods Determining Sales-Related Marketing Policies CASE STUDY CASE STUDY 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.

No. OF HOURS 1 1 1 1 1 1 1 1 1 1 1 1 1

REFERENCE BOOK T1 T1 T1 T1 T1 T1 T1 T1 T1 T1

PAGE NO 2-3 3-4 4-5 36 - 38 39 - 42 42 42 - 54 58 - 76 171 - 176

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Personnel Management in the Selling Field- Sales Force Management Job Analysis Job Description - Organization for Recruiting and Selection The Pre1 T1 recruiting Reservoir Sources of Sales Force Recruits The Recruiting Effort. Selecting Sales Personnel 18 III CASE STUDY 1 19 IV Training , Motivation And Compensation Of Sales Force : Building Sales Training Programs 1 T1 Defining Training Aims Deciding Training Content 20 IV Selecting Training Methods Organization for Sales Training 1 T1 Evaluating Sales Training Programs 21 IV Motivation Motivational Help from Management - Requirements 1 T1 of a Good Sales Compensation Plan 22 IV Devising a Sales Compensation Plan Types of Compensation 1 T1 Plans 23 IV Fringe Benefits 1 T1 24 IV CASE STUDY 1 25 V The Sales Budget: Purpose of the Sales Budget Form and Content 1 T1 Budgetary Procedure 26 V Quotas: Objectives in using Quotas - Types of Quotas and Quota1 T1 Setting Procedures 27 V Sales Territories: Sales Territory 1 T1 Concept 28 V Reasons for Establishing Sales Territories - Procedures for Setting 1 T1 up Sales Territories 29 V Routing and Scheduling Sales 1 T1 Personnel 30 V CASE STUDY 1 REFERENCE BOOKS: T1: Richard R. Still, Edward W.Cundiff & Norman A.P.Govoni; Sales Management Prentice Hall of India, 5th Edition. Prepared by Approved by

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