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Sales & Selling: Course Outline (BBA)

This course introduce you the issues, strategies, relationships that relate to the jobs developing sustainable revenue through well mange sales and business related activities.

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Course Outline

  • Selling and Sales Management, Challenges in the Market, Sales Managers Job, etc
  • Marketing and Sales Evolution, Sales Environment; Customer, Competition, Economics, Legal, Demography, etc
  • Personal Selling, Relationship Selling, Seven Steps of Selling, etc
  • Sales Leadership and Management, Activities of Sales Managers, Roles, Responsibilities, Skills, Authority, etc
  • Organizational Buying and Purchasing, Difference b/w Individual and Organizational Buying, Buying Process, Negotiation Skills, etc
  • Organizational Buying and Purchasing, Difference b/w Individual and Organizational Buying, Buying Process, Negotiation Skills, etc
  • Sales Organization, Sales Force Types and Structures, Independent Sales Agents, etc
  • Sales Organization, Sales Force Types and Structures, Independent Sales Agents, etc
  • Recruitment and Selection, Importance, Planning, Assessing, Recruiting, etc
  • Training, Needs Assessment, Setting Objectives, Training topics, Formalized Program, etc
  • Compensation, Reward System Management, Financial Rewards, Non-Financial Rewards, Other considerations, Relationship b/w Motivation and Compensation.
  • I Evaluation, Criteria for Performance Measurement, Performance Appraisal, Comparing Actual with Standard, Evaluating Teams, etc
  • Motivating the Sales Team, Models of Motivation Process, Job-Related Factors, Individual Related Factors, Motivational Theory, etc
  • Sales process
  • Conclusion Session
  • Terminal Exam (to be announced by the University)

ASSESSMENT CRITERIA

Sessional Exam

Nature

Total # In a Semester

% Weight

Quiz                                       

Announced or unannounced

10%

Assignment

Project

3 and more

30%

10%

Mid Term

1

10%

Final Exam

End Term Exam

40%

PLAN OF EDUCATIONAL METHODOLOGY TO BE USED

Knowledge

Skills

Lecture

Multimedia presentations, Transparencies, and non credit hr workshops and seminars.

Active Learning

Industry project

Google Books

Google Book Search

Google Scholar

Google Scholar Search

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