Marketing 303: Salesmanship and Sales Management

The course consists of two components, Salesmanship 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 Organization. The Other Part deals with Sales Management with issues related to sales force management and focuses on "selling" as a tool of Marketing Communication and Information Management for Better Customer Relationship Management. The study of Sales Management enables Management of Sales Organization and exposes students to understand the Process of Establishing, Coordinating, Controlling and Evaluating the Sales Organization.