Sales Management & Personal Selling
(308A) SALES MANAGEMENT & PERSONAL SELLING
OBJECTIVES:
1. To provide an understanding of the concepts, attitudes, techniques and approaches required for effective decision making in the areas of Sales.
2. To pay special emphasis on the practising manager's problems and dilemmas.
3. To develop skills critical for generating, evaluating and selecting sales approaches. 1. Introduction to Sales Management: Concept, Nature, Role of Sales
Management in Marketing, Salesmanship, Specific Characteristics of a successful salesman, The Evolving Face of Personal Selling (4)
2. Sales Forecasting: Concept of Forecasting, Sales Forecasting methods,
Quantitaive and Qualitative methods. (4)
3. Sales Organization: Need for Sales Organizations, their structure, Sales
Managers Functions and responsibilities, Planning for major customers and sales
Budget. (4)
4. Personal Selling Process and Approaches: Personal Selling and Relationship
Management - Selling to individuals & Institutions, Basics, Sales leads, Planning sales calls - Types of calls, – Building long term partnership by selling – Sales presentations, tools for personal selling, Sales Aids – Use of technology in sales effective selling techniques, Tele Marketing. (8)
5. Managing the Sales Force:
a) Recruiting, Selection and Training of Sales force: Procedures and criteria extensively used as selection tools for recruiting and testing sales ability. Sales Force Job Analysis and Description
b) Areas of sales Training: Company Specific Knowledge, product knowledge Industry and Market Trend Knowledge, customers and technology
– Relationship Selling Process and Customer education. Value added selling
c) Motivating the Sales Team : Motivation Programs - Sales Meetings,
Sales Contensts, Sales Compensating, ( Monetary compensation, incentive programs as motivators, Non-Monetary compensation – fine tuning of compensation package. Supervising,
d) Evaluating Sales Force Performance and Controlling
OBJECTIVES:
1. To provide an understanding of the concepts, attitudes, techniques and approaches required for effective decision making in the areas of Sales.
2. To pay special emphasis on the practising manager's problems and dilemmas.
3. To develop skills critical for generating, evaluating and selecting sales approaches. 1. Introduction to Sales Management: Concept, Nature, Role of Sales
Management in Marketing, Salesmanship, Specific Characteristics of a successful salesman, The Evolving Face of Personal Selling (4)
2. Sales Forecasting: Concept of Forecasting, Sales Forecasting methods,
Quantitaive and Qualitative methods. (4)
3. Sales Organization: Need for Sales Organizations, their structure, Sales
Managers Functions and responsibilities, Planning for major customers and sales
Budget. (4)
4. Personal Selling Process and Approaches: Personal Selling and Relationship
Management - Selling to individuals & Institutions, Basics, Sales leads, Planning sales calls - Types of calls, – Building long term partnership by selling – Sales presentations, tools for personal selling, Sales Aids – Use of technology in sales effective selling techniques, Tele Marketing. (8)
5. Managing the Sales Force:
a) Recruiting, Selection and Training of Sales force: Procedures and criteria extensively used as selection tools for recruiting and testing sales ability. Sales Force Job Analysis and Description
b) Areas of sales Training: Company Specific Knowledge, product knowledge Industry and Market Trend Knowledge, customers and technology
– Relationship Selling Process and Customer education. Value added selling
c) Motivating the Sales Team : Motivation Programs - Sales Meetings,
Sales Contensts, Sales Compensating, ( Monetary compensation, incentive programs as motivators, Non-Monetary compensation – fine tuning of compensation package. Supervising,
d) Evaluating Sales Force Performance and Controlling