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MODULES

This document outlines 10 modules that cover various aspects of sales management. Module 1 discusses the nature and significance of sales management as well as estimating market potential and sales forecasting. Module 2 covers different selling processes including benefit selling, relationship selling, and total quality selling. It also outlines the various stages of the selling process. Modules 3 and 4 discuss recruitment, sales territory management, sales training programs, and methods of salesman compensation and motivation. Module 5 focuses on evaluating salesman performance both quantitatively and qualitatively. Modules 6-8 provide an overview of distribution management, channel management, and marketing logistics/demand chain management. Module 10 discusses major trends in logistics/supply chain management and their impact on distribution strategy.

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108 views2 pages

MODULES

This document outlines 10 modules that cover various aspects of sales management. Module 1 discusses the nature and significance of sales management as well as estimating market potential and sales forecasting. Module 2 covers different selling processes including benefit selling, relationship selling, and total quality selling. It also outlines the various stages of the selling process. Modules 3 and 4 discuss recruitment, sales territory management, sales training programs, and methods of salesman compensation and motivation. Module 5 focuses on evaluating salesman performance both quantitatively and qualitatively. Modules 6-8 provide an overview of distribution management, channel management, and marketing logistics/demand chain management. Module 10 discusses major trends in logistics/supply chain management and their impact on distribution strategy.

Uploaded by

rdevaBIM
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOC, PDF, TXT or read online on Scribd
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MODULES

MODULE -1

NATURE AND SIGINIFICANCE OF SALES MANAGEMENT – DIMENSIONS OF


SALES MANAGEMENT – ESTIMATING MARKET POTENTIAL AND
FORECASTING SALES

MODULE -2

SELLING PROCESS- THE DIFFERENT APPROACHES – BENEFIT SELLING,


RELATIONSHIP SELLING – TOTAL QUALITY SELLING – VARIOUS STAGES OF
SELLING PROCESS-PROSPECTING,PR- APPROACH – APPROACH –
PRESENTATION – TRIAL CLOSE – HANDLING OBJECTIONS - CLOSE –
FOLLOW UP – SELLING AIDS – CHARACTERISTICS OF SUCCESSFUL
SALESMAN

MODULE-3

RECRUITMENT : THE PLANNING PHASE- THE RECRUITING PHASE – THE


SELECTION PHASE- HIRING AND ASSIMILATION PHASE- SALES TERRITORY
MANAGEMENT – ALLOCATION OF SALES TERROTORIES AND FIXING SALES
QUOTA. TRAINING PROGRAMS FOR IN STORE AND FIELD SALESMAN
INCLUDING SAND WITCH TRANING.

MODULE – 4

METHODS OF SALESMAN COMPENSATION. TECHNIQUES OF MOTIVATING


THE SALESMAN

MODULE-5

Evaluation of salesman performance – evaluation criteria both quantitative and


qualitative

module -6

An overview of Distribution Management – Marketing channels Analyzing marketing


channel structure, functions and flows – channel relationship channel planning designing
channel systems – organizational patterns in marketing channels – vertical integration ,
outsourcing- electronic channels – TECO’S Distribution model.
module -7

channel management; management of marketing channels – managing intra channel


conflict – managing multiple channel – marketing channel policies market – market
customer coverage – pricing and product line policies

module -8

Marketing logistics and Demand chain management – An overview of integrated supply


chain management – Logistics and competitive strategy – customer service Dimension –
Developing the logistics organization and management. Transportation and warehousing
decisions marketing handling – Inventory management- marketing logistics cost and
performance – Benchmarking in logistics solutions

module -10

major trends in logistics and supply chain management and their impact on the
distribution strategy.

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