Sales & Selling: Course Outline (BBA)

• 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)

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%

Knowledge

Skills

Lecture

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

Active Learning

Industry project