The course investigates factors influencing the optimal design and management of distribution channels with particular emphasis on sales force management and channel designs for improving efficiency. The objective of the Course is to provide an understanding of Sales Management, with particular emphasis on sales force managementINTENDED AUDIENCE : For anyone keen to improve his/her sales and marketing skills,Elective Course,PG Course,MBA. PhDPREREQUISITES : NoneINDUSTRY SUPPORT : This is a marketing elective which deals with effective and efficient sales force management. Every company that deals with customers sales will recognize the relevance of this course.
Week 1: Introduction to Sales Management Week 2: Determining Sales related Marketing Policies-Sales Organization; Sales Department Relations Week 3: Sales Organization; Sales Department RelationsPlanning, Sales Forecasting and Budgeting Week 4: Buyer-Seller DyadsDiversity of Personal-selling SituationsTheories of Selling Week 5: The Selling Process-Sales Force Management Week 6: Sales Force Management Week 7: Management of Sales Territory & Management of Sales Quota Week 8: The Sales Budget , Sales Control-Distribution Channel Management