Tribhuvan University
Faculty of Management
Office of the Dean
Bachelor of Business Administration (BBA)
Course Objective
:This course aims to develop students understanding in sales management and sales decisions knowledge along with skills for designing sales strategies.
Course Description
:This course covers conceptual aspects of marketing and sales management, essentials of effective sales executives, sales organization, sales planning and forecasting, sales force management, channel decisions in sales management, Management of Sales Quotas and Sales Territories, Sales Evaluation and Control.
Course Contents:
Lecture hours show the approximate classroom time allocated to each unit.
Unit 1.Introduction
Meaning of marketing, Meaning, objectives and importance of sales management, Evolutions of sales management, Sales management and overall performance.
Unit 2.Sales Executive
Position of sales executive in the organization structure, Functions of sales executive, Relation of sales executive with top management, and other departments
Unit 3.The Sales Organization
Concept and purpose of sales organization, Process of setting up a sales organization:- Defining objectives, Determination of activities and their volume of performance, Grouping activities into positions, Assignment of personnel to positions, Provision for coordination and control. Basic Types of Sales Organization: Line sales organization, Line and Staff sales organization, Functional sales organization, Committee sales organization; Methods of measuring Sales Organization Effectiveness:– sales analysis, marketing cost analysis, classification of marketing expenses, credit control, market share analysis, budgetary control, ratio analysis, management by objectives (MBO);
Unit 4.Sales Planning and Forecasting
Concept and importance of sales planning, Types of Sales Planning: Strategic sales planning, Operational sales planning and Tactical sales planning. Components of Sales Planning: Expenditure budget, staff motivation, training and support, and evaluation and control, Sales Forecasting Techniques: Executive opinion, Sales force opinion, Moving average, Regression technique, and Multiple factor index approach.
Unit 5.Sales Force Management
Concept of sales force and sales force management, Functions of sales force management. Recruitment: Source, methods of recruitment, Selection: Process, Selection tests:- Formal application form, Interview, Reference and credit checks, Psychological test, Physical test. Training: Defining training aims, Training methods, Evaluating sales training programs. Motivation: Concept of sales force motivation, Motivational help from management, Theories of Motivation, Compensating the sales force: Concept of compensation, Types of compensation plans, Fringe benefits Sales Meetings: Sales Meetings and Sales Contests; Evaluation: Supervising, Controlling and Evaluation of the Sales force performance.
Unit 6.Channel Decision in Sales Management
- Meaning and elements of distribution, Distribution System: Methods of direct and indirect distribution systems, Types of Channel Members: Types and functions of channel members. Channel Conflict: Reasons of channel conflict
- Nature of conflicts and Methods of resolving channel conflicts
- Physical Distribution: Physical distribution and logistics managemen.t
Unit 7.Management of Sales Quotas and Sales Territories
- Concept, Objectives and types of sales quotas, Administering the Quota System, Reasons for not using Sales Quotas
- Concept and types of Sales Territory, Reasons for establishing Sales Territories
- Reasons for not having Territories
- Procedure for setting up Sales Territories.
Unit 8.Sales Evaluation and Control
- Concept of sales control, Need of Sales Evaluation and Control
- Process of Sales Control
- Tools of Sales Control and Analysis: Sales audit, Market audit, Sales force expense analysis
- Addendum: At least one case will be administered at the end of each chapter. The student will also complete a project work and a few other assignments as specified by the faculty member. Still, Richard R., Cundiff, Edward W., Bovoni, and Norman, A.P., Sales management: decisions, strategies and cases, NewDelhi, Prentice Hall of India. Ramendra Singh., Sales and Distribution Management, New Delhi, Vikas Publishing House Private Limited.