Final Exam Topics PDF

CASE STUDY; application based question. A how would you structure the sales team? and set the sales budget to achieve high sales? Which are focus cities & why? B Conflict resolution among channel partners regarding Heavy discounting, C Organisation of sales force and marketing channels Topics cov...

CASE STUDY; application based question. A how would you structure the sales team? and set the sales budget to achieve high sales? Which are focus cities & why? B Conflict resolution among channel partners regarding Heavy discounting, C Organisation of sales force and marketing channels Topics covered Unit 1: Sales Management - Introduction Topics Covered: Sales Management and the Business Enterprise Sales Management Personal Selling and Salesmanship Setting Personal-Selling Objectives Determining Sales-Related Marketing Policies Content: 1. Introduction to Sales Management o Definition and importance o Role in the business enterprise o Key functions of sales management 2. Personal Selling and Salesmanship o Difference between selling and salesmanship o Qualities of a successful salesperson 3. Setting Personal-Selling Objectives o How to set realistic and achievable objectives o Case studies on effective sales strategies 4. Marketing Policies Related to Sales o Overview of sales-related marketing policies o Examples of successful marketing policies Unit 2: Sales Organization Topics Covered: Effective Sales Executive Sales Organization Sales Department Relations Sales Personnel Management Content: 1. The Role of a Sales Executive o Traits of an effective sales executive o Case studies of successful sales leaders 2. Sales Organization Structure o Various types of sales organizations o Advantages and disadvantages of each structure 3. Relations within the Sales Department o Collaboration between sales and other departments o Conflict resolution in sales teams 4. Managing Sales Personnel o Recruitment, training, and performance management o Techniques for motivating and retaining sales staff Unit 3: Sales Personnel Topics Covered: Recruitment and Selection Sales Training Motivating Sales Personnel Compensating Sales Personnel Managing Expenses of Sales Personnel Content: 1. Recruitment and Selection of Sales Personnel o Steps in the recruitment process o Techniques for selecting the right candidates  2. Sales Training Programs o Importance of training in sales o Designing effective training programs 3. Motivating the Sales Team o Motivation theories and their application in sales o Incentives and rewards 4. Compensation and Expense Management o Types of compensation plans o Managing sales expenses effectively Unit 4: Sales Budget Topics Covered: Sales Meeting and Sales Contests Controlling Sales Personnel: Evaluating and Supervising Sales Budget Targets and Sales Management Sales Territories Content: 1. Sales Meetings and Contests o Planning and conducting effective sales meetings o Role of contests in motivating sales teams 2. Evaluating and Supervising Sales Personnel o Techniques for evaluating performance o Supervisory methods 3. Setting Sales Budgets o How to set realistic sales budgets o Monitoring and adjusting budgets 4. Sales Territories Management o Importance of well-defined sales territories o Balancing workloads across territories Unit 5: Sales Control Topics Covered: Sales Control and Cost Analysis Marketing Channels Managing Channel Partners Channel Information Systems Logistics and Supply Chain Management Content: 1. Sales Control Techniques o Monitoring sales performance and costs o Analyzing sales data for strategic decisions 2. Marketing Channels and Their Importance o Overview of different marketing channels o Case studies on successful channel management 3. Managing Channel Partners o Building and maintaining relationships with channel partners o Conflict resolution strategies 4. Logistics and Supply Chain Management o Role of logistics in sales and distribution o Supply chain management best practices