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MBA _compulsory III &IV_ - 53 -

Dr. Babasaheb Ambedkar Marathwada University Aurangabad

   Revised Course Structure for Master in Business Administration

June 2009

Courses Contents 

Sales Management - Objectives - Sales Planning - Strategic role of sales management

Organizing the sales force - Recruitment, selection and training the sales force

Personal selling process - Sales knowledge - Knowledge about the product, customers and technology - Relationship Selling Process

Planning sales calls - Building long term partnership by selling - Sales Aids - Use of technology in sales

Field Sales Planning - Compensation and Evaluation of Sales Force

Sales Quotas and Targets - Sales Control

Specialized techniques in selling - Tele Marketing - Online Marketing

Books Recommended:

1.

Havaldar, Sales and Distribution Management:Text and Cases, Tata Mc Graw Hill Edition, 9780070611900

2.

Chunawala S A, Sales Management, Himalaya Publications, 2007

3.

S.L. Gupta ,  Sales and Distributions Management , Excel Books,  2007

4.

P.K. Sahir Kishor C Raut,  Sales and distribution management, Vidya Vikas2008

5.

Krishna Hawaldar V M Kaule, Sales and distribution management, Tata Mc Graw Hill 2006

6.

Cudliff & Goomi,  Sales Management : Decisions Strategies and Cases

7.

Prentice Hall , 5th Edition

Note :- At least 10 Case Studies should be taught in class on relevant         

          subject syllabus        

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