Sales Management Notes PDF | MBA 2020 Download Study Material

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Download Sales Management Notes PDF 2020 for MBA. We provide complete MBA sales management notes. MBA sales management study material includes sales management notes, sales management book, courses, case study, syllabus, question paper, questions and answers and available in sales management pdf form.

The MBA Sales Management Notes can be downloaded in PDF from the below article.


Sales Management Notes


MBA Sales Management Syllabus

MBA Sales Management Syllabus is mentioned below:

Unit – I

Introduction to Sales Management: Concept of Sales Management, Marketing and Sales, Sales Approaches, Emergence of Sales Management, Sales Management Functions and role and responsibilities of Salesperson.

Unit – II

Sales Process: Prospecting. Identifying & Qualifying Potential Customers, Preparing-pre approach and call planning, Preparations-approach and demonstrations, Handling Objections, Closing and Follow-up. Different types of customers.

Unit – III

Selling Skills: Value Proposition, Unique Selling Propositions, Customer Value Creation, Customer Life Time Value-Unrealized Value, Actual Customer Lifetime Value, Potential Customer Lifetime Value. Personal Selling-Concept. Personal Selling and Direct Selling. Changing Role of Personal Selling. Buyer Seller Dyad: Concept. Conceptual Model of Buyer Seller Dyad.

Unit – IV

Sales Organization: Setting up a Sales Organization, Basic types of Sales Organization Structures-Line, Line & Staff, Functional, Geographical, Product, Customer and Outsourced. Interdepartmental Relations and Coordination of Personal Selling with Other Departments-Personal Selling and Production, Personal Selling and Finance, Personal Selling and Marketing Research, Personal Selling and Sales, Personal Selling and Service.

Unit – V

Sales Effort and Territory Management: Sales Planning Forecasting-– Qualitative Methods-Executive Opinion, Delphi Technique, Sales Force Composite, Decision Tree Analysis. Quantitative Methods – Overview of Linear Regression, Time Series Analysis, Moving Averages Budgeting. Designing Territories, Territory Management Routing, Sales Quotas-Meaning and types. Estimation of Sales Force – Workload, Breakdown and Incremental Analysis. Overview of Recruitment, Selection and Training of Sales Personnel.


MBA Sales Management Question Paper PDF

Some of the sales management questions and answers & question paper pdf are mentioned below:


Sales Management Books

Below is the list of sales management book recommended by the top university in India.

  1. Sales Management: Decisions, Strategies & Cases, Richard R. Still; Edward W. Cundiff; Norman A.P. Govoni Pearson Publications
  2. Sales & Distribution Management, Panda Tapan K.; Sahadev Sunil, Oxford Publications
  3. Management of SalesForce, Stanton, William J
  4. Management of a Sales Force’, Stanton and Spiro McGraw Hill

Sales Management PDF Notes for Download

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Online MBA Sales Management Books – Amazon.in


Sales Management Courses

We have also prepared the Sales Management Courses tutorial which is specifically designed for MBA student, who wants to learn Sales Management for MBA.


In the above article, a student can download Sales Management Notes PDF 2020 for MBA. sales management study material includes sales management notes, sales management books, sales management syllabus, sales management question paper, sales management questions and answers, sales management courses in sales management pdf form.


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