Download Sales Management Notes PDF 2021 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.
Table of Contents
MBA Sales Management Syllabus
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, SalesForce 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 SalesForce – Workload, Breakdown and Incremental Analysis. Overview of Recruitment, Selection and Training of Sales Personnel.
Sales Management PDF
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Sales Management Notes
What is Sales Management?
Sales management is the discipline of maximizing the benefits a company and its customers receive from the efforts of its sales force.
Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm’s sales operations.
Sales Management Questions and Answers
- Explain how Sales Management becomes an integral Part of Marketing Management and why it occupies an important role in success of an organisation.
- What is Sales forecasting and what are various methods of Sales forecasting.
- Why companies form a suitable organisation for sales of their Products ? How the Sales Organisation are different for Industrial Products and Consumer Products.
- “Companies give more importance for training of Sales Force”. Elaborate the statement.
- “Compensating Sales Persons is different from employees of other departments in the organisation”. Explain the reasons as per statement and also write various methods of Compensation.
- Write Sales Process and explain the various steps involved in the Process. 7. Write short notes on any two :
1) Sales force evaluation and Control
2) Sales Contests
3) Selling of Financial Services
4) Qualities of Salesman.
MBA Sales Management Question Paper
It will help you to understand question paper pattern and type of business economics question and answer asked in MBA sales management exam. You can download the syllabus in sales management pdf form.
Sales Management Books
Below is the list of sales management book recommended by the top university in India.
- Sales Management: Decisions, Strategies & Cases, Richard, Cundiff; Norman. Pearson Publications
- Sales & Distribution Management, Panda Tapan K.; Sahadev Sunil, Oxford Publications
- Management of SalesForce, Stanton, William J
- Management of a Sales Force, Stanton and Spiro McGraw Hill
Below is the top sales management book that can be bought from Amazon.
Sales and Distribution Management
- Author: Richard, Cundiff; Norman
- Publisher: Pearson, 6th ed.
- Amazon Bestsellers Rank: #3080 in Strategy & Management & #17 in Human Resources eTextbooks
- Customer Review: 4.4 out of 5
Sales and Distribution Management
- Author: Panda Tapan K.; Sahadev Sunil
- Publisher: Oxford, 2nd ed.
- Amazon Bestsellers Rank: #255 in Sales #143 in International Business #377 in Marketing
- Customer Review: 3.2 out of 5
Management of a Sales Force
- Author: Rosann Spiro, William J Stanton, Greg A. Rich
- Publisher: McGraw-Hill, 11ed.
- Customer Review: 4 out of 5
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