Course Objectives:
1. Discovering what is sales management, the role and duties of the sales manager.
2. Classifying different theories of sales, understanding the selling process. Apprising students about the different aspects such as Training, Motivating, Recruitment, Selection, etc., of salesforce.
3. Learning the importance of Sales promotion, forecasting, Students would be able to create a plan to design a sales territory and sales quota.
4. Assessing the role of distribution channels, developing channel design, developing its functional knowledge, elaborating on the Intermediaries channel formats.
5. Elaborating on how to manage channel partners and their conflicts, Determining the importance of the Channel Information System, and analyzing the international trends in sales and distribution.
1. Discovering what is sales management, the role and duties of the sales manager.
2. Classifying different theories of sales, understanding the selling process. Apprising students about the different aspects such as Training, Motivating, Recruitment, Selection, etc., of salesforce.
3. Learning the importance of Sales promotion, forecasting, Students would be able to create a plan to design a sales territory and sales quota.
4. Assessing the role of distribution channels, developing channel design, developing its functional knowledge, elaborating on the Intermediaries channel formats.
5. Elaborating on how to manage channel partners and their conflicts, Determining the importance of the Channel Information System, and analyzing the international trends in sales and distribution.
- Teacher: Vinod Kumar
Catalogue Code: T2136
Course Type: Generic Core Course
Total Credit: 2
No. of Hours: 30
Internal Marks: 60
External Marks : 40
Total Marks: 100
Experiential Learning : yes
Course Code: 201430405
- Teacher: Rajiv Sathe
Catalogue Code: T2385
Course Type: Generic Core Course
Total Credit: 2
No. of Hours: 30
Internal Marks: 60
External Marks : 40
Total Marks: 100
Experiential Learning : yes
Course Code: 201430404
- Teacher: Chandra Gupta
Catalogue Code: T2662
Course Type: Generic Core Course
Total Credit: 3
No. of Hours: 45
Internal Marks: 90
External Marks : 60
Total Marks: 150
Experiential Learning : No
Course Code: 201430403
- Teacher: Ritesh Khatwani
Catalogue Code: T2661
Course Type: Generic Core Course
Total Credit: 3
No. of Hours: 45
Internal Marks: 90
External Marks : 60
Total Marks: 150
Experiential Learning : No
Course Code: 201430402
- Teacher: Arjun Panchal
Catalogue Code: T2804
Course Type: Generic Core Course
Total Credit: 4
No. of Hours: 60
Internal Marks: 120
External Marks : 80
Total Marks: 200
Experiential Learning : No
Course Code: 201430401