Department of Business Administration St.

Joseph Engineering College, Mangalore Sales and Retail Management MACRO PLAN Subject: Sales and Retail Management Subject Code: 08MBA25 Faculty: Chaco P.J No. of contact hours: 56 CLASS: II1 Semester MBA Pedagogy: Lectures, seminars, group discussions and case studies. Course description: This course will provide the student with the opportunity to analyze and evaluate the various aspects of sales in todays marketplace. The student will study concepts needed to respond to customer wants and needs through planned personalized communication that influences purchase decisions, ensures satisfaction, and enhances future business opportunities. The course will include advanced selling concepts, investigation of career opportunities, and the technological influences on sales and sales management, role of retailing, Trends in Retailing, Emergence of organizations of retailing, Retail Location and Layout plan, careers in Retailing. Understand effective methods and strategies required for retail management. Understand how to utilize resources and techniques used in retail management. Understand analysis of store location, merchandising, products and pricing. Learning Objectives: 1. To Study the nature and scope of sales and retail management - (PEO 1) 2. To understand the qualities, roles and responsibilities of an sales manager- (PEO 3 & PEO 1) 3. To understand the procedure followed by organizations in recruitment and selection-(PEO 3) 4. To study various programmes adopted by the organization to appraise, develop, train and compensate the employees- (PEO 3) 5. To understand and learn various methods of handling objections and develop the ability to function in a diverse and global business -(PEO 2) Learning Outcomes: 1. Ability to understand the functioning of sales organization and retail organization and to get strong analytical and problem solving skills. - ( PO 1, PO 6, PO 7 and PO 12) 2. Gain the knowledge to develop and manage the human resource and the ethical knowledge for professional manager- (PO 2 ,PO 3, PO 14 PO 12) 3. Ability to understand the relationship between various functional areas and long range planning and to possess adequate knowledge of the marketing mix strategies. - (PO 7, PO 13)

Programme Evaluation Objectives (PEOs) Subject: Sales And Retail Management Subject Code: 08MBA

PEO1

PEO2

PEO3

PEO4

PEO5

Programme outcomes(POs) Subject: Sales And Retail Management Code: 08MBA

PO1 PO2 PO3 PO4 PO5 PO6 PO7 PO8 PO9 PO10 PO11 PO12 PO13 PO 14 x x X X X x x

Module 01

Title Introduction to sales management

Content Meaning, Evaluation, Importance of sales management. Personal Selling, Emerging Trends in Sales Management, elementary study of sales organizations, qualities and responsibilities of sales manager. Types of sales organizations. Selling and Business Styles, selling Skills, situations, selling process, sales presentation, Handling customer objections, Follow-up-action. Management of Sales Territory & Sales Quota: Sales territory, meaning, size, designing, sales quota, procedure for sales quota. Types of sales quota, Methods of setting sales Quota. Recruitment and selection of sales force, Training of sales force.

After completing this module, student will know about

Number of lecture hours 8

02

Selling skills & Selling strategies Management of Sales Territory & Sales Quota

03

04

Sales force motivation and compensation

05

Retail Management

Nature of motivation, Importance, Process and factors in the motivation, Compensation- Meaning, Types compensation plans and evaluation of sales force by performance and appraisal process. Introduction, meaning, Characteristics, Retail industry India, role of retailing Trends in Retailing, Emergence of organisations of retailing, Retail Location and Layout plan, careers in Retailing. Introduction to Market segment, Criteria for effective segmentation, Dimensions of segmentation, customer profiles. Products and merchandise management, structure, nature and channel, criteria for selection of suppliers. Channel choice, product movement, Merchandising plans, Store management, Factors and pricing, Retail pricing strategies. Retail sales promotion, publicity.

06 07

Retail Market segmentation Retailing Channels:

Retail Pricing: Retail promotion strategies: 08 Relationship Marketing in Retailing

Management of Relationship, Evaluation of Relationship Marketing, Relationship, Marketing Strategies, Retail Research and Retail Audits.

Department of Business Administration St. Joseph Engineering College, Mangalore Sales And Retail Management COURSE PLAN (MICRO) Subject: Sales and Retail Management Subject Code: 08MBA25 Faculty: Chaco P.J No. of contact hours: 56 CLASS: II1 Semester MBA Modules Module 1 Meaning, Evaluation of sales management Importance of sales management. Difference between marketing and selling Personal Selling, Definition and features of personal selling. Types of personal selling Elementary study of sales organizations. Qualities and responsibilities of sales manager. Types of sales organizations. Total Module 2 Selling skills & Selling strategies Selling and Business Styles Selling skills Selling situations selling process Sales presentation, Handling customer objections, Follow-up-action. Total Module 3 Management of Sales Territory & Sales Quota Sales territory, meaning, size, designing Sales quota, definition and features procedure for sales quota Types of sales quota Methods of setting sales Quota Lecture Hrs Activity 1 1 1 1 1 1 1 1 8

1 1 1 1 1 5

1 1 1 1 1

Case study on Recruitment

Group Discussion on Performance management

Class activity on Human Resource Development

Case Study on Compensation

Seminar

Total Grand Total

56