To provide students with an in-depth understanding of sales management theories and to equip them with skills required to participate constructively in a sales management environment
The role of personal selling in the organisation
Where sales management fits into marketing; the role of the sales manager; the nature of the selling profession; co-ordination with other promotion mix elements; selling types and theories; the role of the modern salesperson; characteristics of salespeople; establishing and maintaining customer relationships; the sales person as a source of market research; ethics in personal selling
The buying process; organisational buyer behaviour; factors affecting buyer decisions; the buying centre; the buyer/seller dyad; the selling process; convergence of the buying and selling process; relationship marketing
Developing the sales plan and strategy
The relationship between marketing strategy and sales strategy; information for sales management; personal selling objectives; recruitment; size of sales force; sales forecasting; designing sales territories; sales budget; setting quantitative and qualitative goals; sales territories; sales control and cost analysis
Organising the sales effort
Components of organisational structure; approaches to organisational structure; the sales organisation; inter-departmental relations.
The personnel functions of the sales manager
Interfacing with the personnel specialist; manpower planning; job analysis; the job description; recruitment; selection, induction, training, leadership, motivation, remuneration, appraisal, career development.
Controlling the sales effort
Determinants of salesperson performance, sources of information for evaluation, approaches to evaluation, behavioural factors of control, taking corrective action.
CRM programs - understand components and how these are used to manage & co-ordinate sales effort
|Module Content & Assessment