MKT 303 - Sales Management and Salesmanship

The course consists of two components, Salesmanship (personal selling) and Sales Management. The study of Selling Skills deals with Understanding Personal Selling, Different Selling Situations and Understanding Consumers. It helps in Understanding the way to organize and manage oneself to be fit into Sales process organizing.
 
The Other Part deals with Sales Management with issues related to salesforce (salespeople) management and focuses on "selling" as a tool of marketing communication and information management for better customer-relationship management. The study of sales management exposes students to understand the Process of establishing, coordinating, controlling and evaluating the sales organization.

MKT 303: salesmanship and sales management
 
 

Main topics	Topics
Personal selling	Introduction to salesmanship and sales management
Chapter 1: Development and role of selling in marketing
Chapter 2: Sales strategies
Chapter 3: Consumer and organizational buyer behavior
Chapter 4 Sales settings
Chapter 6: Law and ethical Issues
Chapter 7: Sales responsibilities and preparation
Chapter 8: Personal selling skills
Mid one (25 POINTS)
Sales management	Chapter  9: Key account management
Chapters 10: Relationship selling
Chapter 13: Sales management: recruitment and selection
Chapter 14: Sales management: motivation and training
Chapter 15: Sales management: organization and compensation
Chapter 16: Sales forecasting and budgeting
Chapter 17: Sales force evaluation
Mid two (25 POINTS)
	Final Exam