Post Graduate Program in Sales Management - Job Guarantee Program

The sales perspective is the foundation of the PG program in Sales Management. Professionals will learn about the sales perspective and its importance in the market routine cycle.

Module 1: Development and Role of Selling in Marketing

• Background
• The nature and role of selling
• Types of selling
• Image of selling
• The nature and role of sales management
• The marketing concept
• Implementing the marketing concept
• The relationship between sales and marketing

Module 2: Sales Strategies

• Sales and marketing planning
• The planning process
• Establishing marketing plans
• The place of selling in the marketing plan

Module 3: Consumer and Organizational Buyer Behavior

• Differences between consumer and organizational buying
• Consumer buyer behavior
• Factors affecting the consumer decision-making process
• Organizational buyer behavior
• Factors affecting organizational buyer behavior
• Developments in purchasing practice
• Relationship management​​​​​​​​​​​​​​

The sales Techniques course will establish a definite understanding of various sales techniques to make professionals experts.

Module 1: Sales Responsibilities and Preparation

• Sales responsibilities
• Preparation

Module 2: Personal Selling Skills

• The opening
• Need and problem identification
• The presentation and demonstration
• Dealing with objections
• Negotiation
• Closing the sale
• Follow-up

Module 3: Key Account Management

• What is key account management?
• Advantages and dangers of key account management
• Deciding whether to use key account management
• The tasks and skills of key account management
• Key account management relational development model
• Global account management
• Building relationships with key accounts
• Key account information and planning system

​​​​​​​Module 4: Relationship Selling

• From total quality management to customer care
• From JIT to relationship marketing
• Reverse marketing
• From relationship marketing to relationship selling
• Tactics of relationship selling

​​​​​​​Module 5: Direct Marketing

• What is direct marketing?
• Database marketing
• Managing a direct marketing campaign

​​​​​​​Module 6: Internet and IT Applications in Selling and Sales Management

• Overview of internet and IT applications in selling and sales management
• The Internet
• Customer relationship management
• Sales management applications of IT
• Applications of IT in retail sales and marketing

The Sales Environment will set up the foundation for Sales settings, International selling, Law & Ethical issues, and more.

Module 1: Sale Settings

• Environmental and managerial forces impacting sales
• Sales channels
• Industrial/commercial/public authority selling
• Selling for resale
• Selling services
• Sales promotions
• Exhibitions
• Public relations

Module 2: International Selling

• Introduction
• Economic aspects
• International selling at the company level
• Cultural factors in international selling
• Organization for international selling
• Pricing
• Japan – a study in international selling

​​​​​​​Module 3: Law and Ethical

• The contract
• Terms and conditions
• Terms of trade
• Business practices and legal controls
• Ethical issues​​​​​​​​​​​​​​

Sales Management is yet another essential course to study to understand sales and managerial concepts.

Module 1: Recruitment and Selection

• The importance of selection
• Preparation of the job description and specification
• Identification of sources of recruitment and methods of communication
• Designing an effective application form and preparing a shortlist
• The interview
• Supplementary selection aids

Module 2: Motivation and Training

• Motivation
• Leadership
• Training

Module 3: Organization and Compensation

• Organizational structure
• Determining the number of salespeople
• Establishing sales territories
• Compensation

The Sales Control course will provide a clear understanding of sales forecasting and budgeting with Salesforce Evaluation

Module 1: Sales Forecasting and Budgeting

• Purpose
• Planning
• Levels of forecasting
• Qualitative techniques
• Quantitative techniques
• Budgeting
• Budget determination
• The sales budget
• Budget allocation

Module 2: Salesforce Evaluation

• The salesforce evaluation process
• The purpose of the evaluation
• Setting standards of performance
• Gathering information
• Measures of performance
• Appraisal interviewing

• Business Communication
• Preparation for the Interview
• Presentation Skills

• Resume Writing