The course investigates factors influencing the optimal design and management of distribution channels with particular emphasis on sales force management and channel designs for improving efficiency. The objective of the Course is to provide an understanding of Sales Management, with particular emphasis on sales force management
INTENDED AUDIENCE: For
anyone keen to improve his/her sales and marketing skills,Elective
INDUSTRY SUPPORT: This is a marketing elective which deals with effective and efficient sales force management. Every company that deals with customers sales will recognize the relevance of this course.
Sangeeta Sahney is Professor at the Vinod Gupta School of Management, IIT Kharagpur A gold medalist in MBA, and a PhD. From IIT Delhi in Management, she served as a faculty member at U.P Technical University and IIT Roorkee, before joining IIT Kharagpur in 2005. With a specialization in Marketing, she also teaches Organizational Behavior and HRM. Her research interests include studies in consumer behavior, organizational behavior and service quality primarily quality management in education. She has also taught at AIT, Bangkok as a part of the Indian Secondment in 2009 and 2016. She has published research papers in many leading national and international journals, and has also received several awards and accolades. She has also authored a book, titled Consumer Behavior, published by Oxford University Press.
Week 1 : Introduction to Sales Management Week 2 : Determining Sales related Marketing Policies-Sales Organization; Sales Department Relations Week 3 : Sales Organization; Sales Department RelationsPlanning, Sales Forecasting and Budgeting Week 4 : Buyer-Seller DyadsDiversity of Personal-selling SituationsTheories of Selling Week 5 : The Selling Process-Sales Force Management Week 6 : Sales Force Management Week 7 : Management of Sales Territory & Management of Sales Quota Week 8 : The Sales Budget , Sales Control-Distribution Channel Management
SUGGESTED READING MATERIALS:
Text Books / Basic Material • Sales Management: Decisions, Strategies and Cases, Still, Cundiff & Govoni, Pearson Education.
CERTIFICATION EXAM :
The exam is optional for a fee.
Date and Time of Exams: April 28 (Sunday). Morning session 9am to 12 noon; Afternoon Session 2pm to 5pm.
Registration url: Announcements will be made when the registration form is open for registrations.
The online registration form has to be filled and the certification exam fee needs to be paid. More details will be made available when the exam registration form is published.
Final score will be calculated as : 25% assignment score + 75% final exam score
25% assignment score is calculated as 25% of average of Best 6 out of 8 assignments
E-Certificate will be given to those who register and write the exam and score greater than or equal to 40% final score. Certificate will have your name, photograph and the score in the final exam with the breakup.It will have the logos of NPTEL and IIT Kharagpur.It will be e-verifiable at nptel.ac.in/noc.