UNIT – I: Importance of the sales force and its management.

UNIT – II: Functions of sales manager, Recruitment and selection, Training and direction, motivation and compensation, appraisal of performance.

UNIT – III: Sales force size, organization of the sales department, geographic, product wise, market based.

UNIT – IV: Sales planning and control: Market analysis and sales forecasting. Methods of forecasting sales.

UNIT- V: Sales Budget: Importance, Process of sales budget, uses of sales budget.

UNIT – VI: Sales territory: Considerations in allocation of sales territory

UNIT – VII: Sales Quota: Objectives, principles of selling sales quota administration of sales quota. Uses of sales quota.

UNIT – VIII: Sales and cost analysis: uses and methods.

Suggested Readings:

1. Stanten and Buskirk: Management of the sales force(Richard D.
Itwin)

2. Philip Kotler : Marketing Management 7th Ed. (Prentice
Hall of India) chap.24.