Objectives of the course

For any company or organization to have success financially it must have a desirable product. This product must be of need for a large proportion of the general public. Advertising, using all available media outlets, should get the message across. But the most important link after the manufacturing and advertising is the sales and retail management including the salesperson/sales representative - The person who actually sells the product to the consumer. Without him, the financial/corporate world would come to a halt! Sales and Retail Management is a business discipline that focuses on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales through the sale of goods and services and resulting profit drive most commercial businesses.

The objective of this course is to provide marketing students with a good understanding and comprehension of the contemporary role of professional selling and the role of management in this respect. Hence, managing professional salespeople is not a traditional approach anymore.

Learning Outcomes

• Develop a plan for organizing, staffing, and training a sales force.
• Know the distinction between the skills required for selling and sales management.
• Identify the key factors in establishing and maintaining high morale in the sales force.
• Develop an effective sales compensation plan.
• Evaluate the performance of a salesperson.
• Organize sales territories to maximize selling effectiveness.
• Evaluate sales and sales management strategies in relation to current legal and ethical standards of practice.
• Demonstrate a clear understanding of major marketing concepts in writing and orally using proper business communications techniques.
• Demonstrate the ability to use online resources to research and prepare written and oral assignments.

Book link:

Selling and Sales Management

https://drive.google.com/file/d/1QIFiWAaJMxUPT9xLUwDAzYgQxHkqq7kH/view?usp=sharing

Retail Management Book