Course Outcomes:
After studying this course students will be able to
1. Understand sales management functions and sales forecasting
2. Illustrate sales force management
3. Demonstrate personal selling process
4. Explain logistic management
5. Understand advances in Supply Chain Management
Syllabus Contents:
Unit 1:
Sales Management Evolution, Definition, sales management functions, place &
importance of sales management in the organization. Sales forecasting Meaning,
Importance, Types of forecasting, Forecasting methods and procedure,
Importance, merits & demerits of various methods. Sales related marketing
policies
Unit 2:
Sales Force Management Determining size of sales force, Determining kind of
sales personnel, Controlling sales personnel, evaluating and supervising, Sales
Meeting & Sales Contests, Sales Quota, sales Territory, Sales control and cost
analysis The sales audit, sales analysis, marketing cost analysis
Unit 3:
Personal Selling Importance of personal selling, Formulation of personal selling
strategy, Personal selling objectives, Personnel selling situations, Personal Selling
Process, Characteristics of good sales person, Selling skills, Negotiation
Skills, Different phases of negotiation, B2B Selling
Unit 4:
Logistics & Supply Chain Management - Definition & scope of logistics, key
logistics activities, market logistics decision, emerging concepts in logistics.
Concept of supply chain management, need for SCM, advances in SCM.
- Teacher: Pruthviraj Ghatage
- Teacher: Ketaki Kambale
- Teacher: Nagina Mali
- Teacher: Naziya Mullani
- Teacher: Priyanka Surve