NPTEL Phase II :: Management

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COURSE OUTLINE

The objective of the Course is to provide an understanding of Sales Management, with particular emphasis on sales force management.

COURSE DETAIL

Lectures	Topic/s
1	Introduction to Sales Management
2	Sales Management, Personal Selling and Salesmanship
3	Functions of Sales Executives, Roles played by Sales Managers
4	Duties and Responsibilities of Sales Manager, The Effective Sales Executive
5	Skills required in Sales Managers, Qualities in a Sales Managers
6	Determining Sales related Marketing Policies
7	Sales Department Relations
8	Buyer-Seller Dyads
9	The Selling Process
10	Sales Force Management: Training
11	Management of Sales Territory
12	The Sales Budget, Sales Control

PREREQUISITES

Engineering and Math courses in undergraduate (B Tech) program.

Preferred Background.

REFERENCES

Evans, J R and W M Lindsay (2005). An Introduction to Six Sigma and Process Improvement, CENGAGE.
Evans, J R and W M Lindsay (2005). Total Quality: Management, Organization and Strategy, 4th ed, CENGAGE.
Pyzdek, Thomas (2005). The Six Sigma Handbook-Revised and Expanded, Quality America Incorporated.
Montgomery, D C (2007). Design and Analysis of Experiments, 5th ed., Wiley.
Mitra, Amitava (2005). Fundamentals of Quality Control and Improvement, Pearson.