Certified Sales Manager

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OBJECTIVE AND SCOPE OF PERSONAL SELLING 10 Topics

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Sales Management as defined by

Objectives of Sales Management

Sales Executives as Coordinator

Coordinating with Advertising

Co-ordination with Production

Co-ordination with Human Resource

The Four Sales Channels

Sales Management in the 21st Century

A Five-Step Remedy

“Top Gun” Sales Managers

BUYER SELLER DYAD AND PERSONAL SELLING SITUATIONS 5 Topics

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Buyer Seller Dyad

Diversity of Personal-selling Situations

Recent Trends in Selling

Team Selling

Sales Force Automation (SFA)

THEORIES OF PERSONAL SELLING 4 Topics

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Theories of Selling

“Right Set of Circumstances” Theory of Selling

“Buying Formula” Theory of Selling

“Behavioral Equation” Theory

PERSONAL SELLING PROCESS 3 Topics

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Introduction to Personal Selling Process

Steps in Personal Selling Process

Mistakes in Sales

PROSPECTING, OBJECTION HANDLING AND CLOSING 5 Topics

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Prospecting

Formulating Prospect Definitions

Searching out Potential Accounts

Sales Resistance

Closing Sales

SALES FORECASTING-I 8 Topics

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Types of Personal Selling Objectives

Analyzing Market Potential

Market Indexes

Sales Potential and Sales Forecasting

Sales Forecasting Methods

Qualitative Forecasting Methods

Poll of Sales Force Opinion

Survey of Customers’ Buying Plans

SALES FORECASTING-II 6 Topics

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Projection of Past Sales

Time Series Analysis

Regression Analysis

Exponential Smoothing

Econometric Model Building and Simulation

Converting Industry Forecast to Company Sales Forecast

FUNCTIONS OF SALESPERSON 7 Topics

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The Effective Sales Executive

Nature of Sales Management Positions

Position Guide-Sales Manager

Functions of the Sales Executive

Qualities of Effective Sales Executives

Relations with Top Management

Relations with Managers of Other Marketing Activities

PURPOSE OF SALES ORGANIZATION 4 Topics

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The Sales Organization

So what is the Purposes of Sales Organization?

Setting Up a Sales Organization

Determination of Activities and Their Volume of Performance

TYPES OF SALES ORGANISATION STRUCTURE 7 Topics

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Basic Types of Sales Organizational Structures

Functional Sales Organization

Committee Sales Organization

Field Organization of the Sales Department

Centralization versus Decentralization in Sales Force Management

Schemes for Dividing Line Authority in the Sales Organization

Dividing Line Authority on More than One Basis

RECRUITMENT PROCESS 11 Topics

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Recruiting Sales Personnel

Organization for Recruiting and Selection

The Pre-recruiting Reservoir

Sources of Sales Force Recruitment

Sources Within the Company

Sources Outside the Company

Employment Agencies

Sales People Making Calls on the Company

Sales Forces of Competing Companies

What is the Recruiting Effort?

Personal Recruiting

SELECTION PROCESS 8 Topics

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Selecting Sales Personnel

Pre-interview Screening and Preliminary Interview

Formal Application Form

Physical Examinations

TRAINING OBJECTIVE TRAINING METHODS 8 Topics

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Planning Sales Training Programs

Building Sales Training Programs

Defining Training Aims

Deciding Training Content

Selecting Training Methods

Role Playing

Organization For Sales Training

Evaluating Sales Training Programs

THEORIES OF MOTIVATION 6 Topics

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Motivating Sales Personnel

Meaning of Motivation

Why Salespeople Need Motivation?

Needs are either primary or secondary

Maintaining a Feeling of Group Identity

Achievement-Motivation Theory

DEVISING COMPENSATION 6 Topics

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Compensating Sales Personnel

Requirements of a Good Sales Compensation Plan

Devising A Sales Compensation Plan

Consider the Company’s General Compensation Structure

Consider Compensation Patterns In commodity and Industry

Special Company Needs and Problems

TYPES OF COMPENSATION PLANS, FRINGE BENEFITS 4 Topics

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Types of Compensation Plans

Combination Salary-and-Incentive Plan

Use of Bonuses

Fringe Benefits

STANDARDS OF PERFORMANCE QUALITATIVE, QUANTITATIVE 5 Topics

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Controlling Sales Personnel

Standards of Performance

Relation of Performance Standards to Personal Selling Objectives

Quantitative Performance Standards

Qualitative Performance Criteria

RECORDING OF ACTUAL PERFORMANCE 2 Topics

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Recording Actual Performance

Evaluating-comparing Actual Performances with Standards

EVALUATION AND CONTROL THROUGH ACTION AND SUPERVISION 3 Topics

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Controlling Sales Personnel Through Supervision

Qualifications of Sales Supervisors

The Supervision Activity

PURPOSE OF SALES BUDGET 10 Topics

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Sales Budget

Budgeting and Strategic Planning

Purposes of Budgeting

Determining the Sales Budget

Budgeting by the Objective and Task Method

Budgets for Sales Department Activities

The Budgeting Process for the Firm

Budget Periods

The Budget-Making Procedure

Managing with Budgets

OBJECTIVE IN USING QUOTAS 6 Topics

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Quotas

Purposes of Sales Quotas

Quotas, the Sales Forecast, and the Sales Budget

Budget Quotas

Activity Quotas

Combination Quotas

PROCEDURE OF SETTING QUOTA, LIMITATIONS OF QUOTA SYSTEM 4 Topics

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Procedures for Setting Sales Volume Quotas

Administering the Quota System

Securing and Maintaining Sales Personnel’s Acceptance of Quotas

Typical Administrative Weaknesses

CONCEPT OF SALES TERRITORY 2 Topics

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Sales Territories

The Sales Territory Concept

NEED FOR ESTABLISHMENT AND REVISION OF SALES TERRITORY 9 Topics

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Reasons for Establishing or Revising Sales Territories

Providing Proper Market Coverage

Controlling Selling Expenses

Assisting in Evaluating Sales Personnel

Contributing to Sales Force Morale

Aiding in Coordination of Personal Selling and Advertising

Procedures for Setting up or Revising Sales Territories

Determining Sales Potential in Each Control Unit

Combining Control Units into Tentative Territories

ASSIGNMENT OF SALES PERSONNEL TO TERRITORIES 2 Topics

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Deciding Assignment of Sales Personnel to Territories

Routing and Scheduling Sales Personnel

IMPORTANCE OF CUSTOMER FEEDBACK BY SALES PERSONNEL 1 Topic

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Building Customer Loyalty

MARKETING CHANNEL 10 Topics

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What is Marketing Channel?

The Nature of Marketing Channels

Types of Intermediaries

Contemporary Channel Scenario in India

Firms Go in for Non-traditional Channel Arrangement

Firms Embrace Non store Retailing

Direct Selling/Home Selling

Multi-level Marketing (MLM)

Network Marketing

Independent Direct Selling Outfits

OBJECTIVE OF MARKETING INTERMEDIARIES 2 Topics

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Objectives of Marketing Intermediaries

Channel Objectives Differ from Firm to Firm; Consequently, their Channel Designs Differ

FUNCTION OF MARKETING CHANNEL 8 Topics

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What is the Work of the Marketing Channel?

Channel Perform Many Vital Distribution Functions

Provide Salesmanship

Helps in Price Mechanism

Assist in Merchandising

Provide Market Intelligence

Act as Change Agents and Generate Demand

Channel Decisions have a Bearing on Other Marketing Decisions

CHANNEL DESIGN 6 Topics

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Designing A Channel System

Formulating the Channel Objectives

Linking Channel Design to Product Characteristics

Channel Design: Segmentation

Channel Design: Positioning

Resolving Channel Conflicts

SELECTION OF APPROPRIATE CHANNELS 11 Topics

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The New Business Environment

General Impact of Environmental Changes on Business

The Importance of SWOT Analyses

The Channel Decision

Dealer Selection

‘Dealer Wanted’ Ads

Evaluating the Alternatives and Selecting the Best

Choosing The Channel Intensity

Choosing The Number of Tiers Correctly

Selecting Appropriate Variant within a Given Design

An Eye on The Future is Essential

CHANNEL MANAGEMENT 8 Topics

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Managing The Channel Member

Territory of Operation

Trade Margin

Functions The Principals Have To Perform

Regular, Adequate and Prompt Supply

Ensuring Right Store Image

Performance Appraisal of Channel Member

Training and Development

CHANNEL MOTIVATION 10 Topics

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Motivational Tools and Control Areas

Motivation of The Distributor

Remuneration of the Salesperson

Salary Only

High Basic Salary Plus Bonus on Trading Profit

Setting Sales Targets by Product Range

Risk Management

Trade Margin, a Major Motivator

Dealer Incentives

Effective Communication

PHYSICAL DISTRIBUTION CONCEPTS AND OBJECTIVE 5 Topics

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Physical Distribution, Marketing Logistics, and Supply Chain Management

The Physical Distribution Concept

Supply Chain Management (SCM)

Materials Management

A Promising Area for Cost Reduction

COMPONENTS OF PHYSICAL DISTRIBUTION 4 Topics

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Inventory Management

Production Control and Materials Requirement Planning

Just-in-Time (JIT) Logistics Systems

Planning A Logistics Strategy

TRANSPORTATION 1 Topic

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Assessment of the Transportation Requirement

WAREHOUSING 2 Topics

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Designing a Warehousing System

Improving Warehousing Effectiveness

IMPACT OF IT ON PHYSICAL DISTRIBUTION 5 Topics

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Introduction to IT Impact

The Level of Information Sharing

Exchanging Order Information

Sharing Operations Information Information

Summary and Insights

IMPLICATION OF SUPPLY CHAIN MANAGEMENT IN PHYSICAL DISTRIBUTION 4 Topics

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What is Supply Chain Management?

Efficient Consumer Response

Putting it All Together: What is the Right Supply Chain?

Supply Chain Management: Why Only Now?