Sales and Marketing Management – Module 4: Sales Management (Diploma-Postgraduate)

Recruitment and Selection

The Importance of Selection

Preparation of the Job Description and Specification

The Title of the Job

Duties and Responsibilities

To Whom They will Report

Technical Requirements

Location and Geographical Area to be Covered

Degree of Autonomy

Stages in the Recruitment and Selection Process

Identification of Sources of Recruitment and Methods of Communication

Main Sources of Recruitment

Designing an Effective Application Form and Preparing a Shortlist

Motivation and Training

Hertzberg

Physical Working Conditions

Security

Salary

Interpersonal Relationships

Vroom’s Expectancy Theory

Expectancy

Instrumentality

Valence

Adam’s Inequity Theory

Monetary Rewards

Workload

Promotion

Degree of Recognition

Supervisory Behaviour

Targets

Tasks

Leadership

Training Programme

Components of Training Programme

Criteria Used to Evaluate Training Courses

Organisation and Control

Sales Territory

Compensation and Sales Volume

Sales Forecasting and Budgeting

Marketing Forecasting

Short-term Forecasts

Medium-term Forecasts

Long-term Forecasts

Diffusion Models

The Budgetary Process

Sales Force Evaluation

Sales Force Evaluation Process

The Central Role of Evaluation in Sales Management

Attainment and Setting of Objectives

Compensation

Training

Motivation