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Course Co-ordinated by IIT Kharagpur
Coordinators
 
Prof. Tapan P. Bagchi
IIT Kharagpur

 

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

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
 

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

Preferred Background.

  1. Engineering graduate.

  2. Some probability and statistics.

  3. 2 years Work experience in Service or Manufacturing or Projects is recommended.


  1. Evans, J R and W M Lindsay (2005). An Introduction to Six Sigma and Process Improvement, CENGAGE.

  2. Evans, J R and W M Lindsay (2005). Total Quality: Management, Organization and Strategy, 4th ed, CENGAGE.

  3. Pyzdek, Thomas (2005). The Six Sigma Handbook-Revised and Expanded, Quality America Incorporated.

  4. Montgomery, D C (2007). Design and Analysis of Experiments, 5th ed., Wiley.

  5. Mitra, Amitava (2005). Fundamentals of Quality Control and Improvement, Pearson.


  1. en.wikipedia.org/wiki/Six_Sigma

  2. www.motorola.com/content.jsp?globalObjectId=3088


  1. DMADV.

  2. books.google.com/books?id=06276jidG3IC&printsec=frontcover#PPA25,M1



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