Sales Management

Course Content

Introduction to Sales management
1) Meaning - Evaluation - Importance of Personal Selling 2) Emerging Trends in Sales Management 3) Elementary study of sales organizations 4) Types of Sales organizations. 5) Qualities and responsibilities of Sales Manager

1) Meaning – Evaluation – Importance of Personal Selling
2)Emerging Trends in Sales Management
3)Elementary study of sales organizations
4)Types of Sales organizations.
5)Qualities and responsibilities of Sales Manager

Selling Skills & Selling Strategies
1) Selling and business Styles, Selling skills & Situation 2) Selling process 3) Sales presentation, 4) Handling customer objections, follow-up action.

Management of Sales Territory & Sales Quota
1) Sales territory, meaning, size, 2) Designing sales quota, procedure for sales quota. 3) Types of sales quota, Methods of setting quota. 4) Recruitment and selection of sales force 5) Training of sales force.

Sales force motivation and compensation
1) Nature of motivation, Importance, Process and factors in the motivation 2) Compensation-Meaning, Types of compensation plans 3) Evaluation of sales force by performance and appraisal process. 4) Sales Management job: Standard Sales management process international sales management 5) International market selection-market survey approach or strategy

Sales Manager and Sales Person
1) Role of sales manager and sales people- functions of sales manager – functions of sales person, 2) Types and characteristics of sales manager and sales people 3) Time management for sales manager and sales person

Selling on the internet
1. Selling agents for internet trading-net selling, advertising in net trading, 2. Payment system in internet trading-smart card, credit card, debit card- payment by card: advantages and disadvantages 3. How to make internet selling safe- Digital signature, biometric method 4. Legal or regulatory environment; Growth of internet trading in India.

Student Ratings & Reviews

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Course Content

Introduction to Sales management
1) Meaning - Evaluation - Importance of Personal Selling 2) Emerging Trends in Sales Management 3) Elementary study of sales organizations 4) Types of Sales organizations. 5) Qualities and responsibilities of Sales Manager

1) Meaning – Evaluation – Importance of Personal Selling

2)Emerging Trends in Sales Management

3)Elementary study of sales organizations

4)Types of Sales organizations.

5)Qualities and responsibilities of Sales Manager

Selling Skills & Selling Strategies
1) Selling and business Styles, Selling skills & Situation 2) Selling process 3) Sales presentation, 4) Handling customer objections, follow-up action.

2)Selling process

1)Selling and business Styles, Selling skills & Situation

3)Sales presentation,

4)Handling customer objections, follow-up action.

Management of Sales Territory & Sales Quota
1) Sales territory, meaning, size, 2) Designing sales quota, procedure for sales quota. 3) Types of sales quota, Methods of setting quota. 4) Recruitment and selection of sales force 5) Training of sales force.

1)Sales territory, meaning, size

2)Designing sales quota, procedure for sales quota

3)Types of sales quota, Methods of setting quota.

4)Recruitment and selection of sales force

5)Training of sales force

1)Nature of motivation, Importance, Process and factors in the motivation

2)Compensation-Meaning, Types of compensation plans

3)Evaluation of sales force by performance and appraisal process.

4)Sales Management job: Standard Sales management process international sales management

5)International market selection-market survey approach or strategy

Sales Manager and Sales Person
1) Role of sales manager and sales people- functions of sales manager – functions of sales person, 2) Types and characteristics of sales manager and sales people 3) Time management for sales manager and sales person

1)Role of sales manager and sales people- functions of sales manager – functions of sales person

2)Types and characteristics of sales manager and sales people

3)Time management for sales manager and sales person.

1)Selling agents for internet trading-net selling, advertising in net trading,

2)Payment system in internet trading-smart card, credit card, debit card- payment by card: advantages and disadvantages

3)How to make internet selling safe- Digital signature, bio metric method

4)Legal or regulatory environment; Growth of internet trading in India.

Course Content

Introduction to Sales management 1) Meaning - Evaluation - Importance of Personal Selling 2) Emerging Trends in Sales Management 3) Elementary study of sales organizations 4) Types of Sales organizations. 5) Qualities and responsibilities of Sales Manager

1) Meaning – Evaluation – Importance of Personal Selling

2)Emerging Trends in Sales Management

3)Elementary study of sales organizations

4)Types of Sales organizations.

5)Qualities and responsibilities of Sales Manager

Selling Skills & Selling Strategies 1) Selling and business Styles, Selling skills & Situation 2) Selling process 3) Sales presentation, 4) Handling customer objections, follow-up action.

2)Selling process

1)Selling and business Styles, Selling skills & Situation

3)Sales presentation,

4)Handling customer objections, follow-up action.

Management of Sales Territory & Sales Quota 1) Sales territory, meaning, size, 2) Designing sales quota, procedure for sales quota. 3) Types of sales quota, Methods of setting quota. 4) Recruitment and selection of sales force 5) Training of sales force.

1)Sales territory, meaning, size

2)Designing sales quota, procedure for sales quota

3)Types of sales quota, Methods of setting quota.

4)Recruitment and selection of sales force

5)Training of sales force

1)Nature of motivation, Importance, Process and factors in the motivation

2)Compensation-Meaning, Types of compensation plans

3)Evaluation of sales force by performance and appraisal process.

4)Sales Management job: Standard Sales management process international sales management

5)International market selection-market survey approach or strategy

Sales Manager and Sales Person 1) Role of sales manager and sales people- functions of sales manager – functions of sales person, 2) Types and characteristics of sales manager and sales people 3) Time management for sales manager and sales person

1)Role of sales manager and sales people- functions of sales manager – functions of sales person

2)Types and characteristics of sales manager and sales people

3)Time management for sales manager and sales person.

1)Selling agents for internet trading-net selling, advertising in net trading,

2)Payment system in internet trading-smart card, credit card, debit card- payment by card: advantages and disadvantages

3)How to make internet selling safe- Digital signature, bio metric method

4)Legal or regulatory environment; Growth of internet trading in India.

Student Ratings & Reviews

Introduction to Sales management
1) Meaning - Evaluation - Importance of Personal Selling 2) Emerging Trends in Sales Management 3) Elementary study of sales organizations 4) Types of Sales organizations. 5) Qualities and responsibilities of Sales Manager

Selling Skills & Selling Strategies
1) Selling and business Styles, Selling skills & Situation 2) Selling process 3) Sales presentation, 4) Handling customer objections, follow-up action.

Management of Sales Territory & Sales Quota
1) Sales territory, meaning, size, 2) Designing sales quota, procedure for sales quota. 3) Types of sales quota, Methods of setting quota. 4) Recruitment and selection of sales force 5) Training of sales force.

Sales Manager and Sales Person
1) Role of sales manager and sales people- functions of sales manager – functions of sales person, 2) Types and characteristics of sales manager and sales people 3) Time management for sales manager and sales person