Marketing Management

Block 1 – Sales Management Functions
Introduction to Sales Management
Personal Selling
Sales Process
Computer Systems and Applications in Sales Management

Block 2 – Selling Skills
Communication Skills
Sales Presentation
Negotiation Skills
Retail Communication Sales Displays

Block 3 – Sales Force Management
Job Analysis, Recruitment and Selection
Training the Sales Force
Compensation and Motivation of Sales Force
Monitoring and Performance Evaluation

Block 4 – Planning and Control of the Sales Effort
Sales Planning
Sales Organisation
Sales Forecasting and Sales Quotas
Sales Budgeting and Control

Block 5 – Case Studies
Case-1 Puripen: Selecting the Communication Mix
Case-2 Devox (India) Limited: A Less Expensive But Complaining Customer
Case-3 National Electrical Engineers Limited: Sales Contest for Sales Staff Motivation
Case-4 The Genuine Charcoal Filter: Sales Monitoring Control System
Case-5 Asia Pacific Electricals Limited: Territory Planning and Management
Case-6 RQL Limited: Budgeting and Cost Control Systems