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MBA in Sales Management runs for two calendar years and is a full time post graduate management course covering the areas of sales, marketing and business strategies. The curriculum offers specialist training in such things as consumer behaviour, market research, pricing issues, managing sales teams, building and sustaining customer relationships and how to use data in fine-tuning sales processes.
UGMICAT, MAT, XAT, GMAT, CMAT,ATMA are the entrance exam accepted for MBA Sales Management program. Standardised tests alongside the previous academic performance and experiences are taken into account in the course of admission. For this course applicants are required to have completed a bachelor’s degree in any field they choose.
| Feature | Description |
|---|---|
| Full Form | Master of Business Administration (Sales Management) |
| Duration | 2 years (full-time) |
| Course Level | Postgraduate |
| Eligibility | Bachelor's Degree (any discipline) with minimum marks (usually 50-55%) |
| Top Colleges (India)* | IIMs (Ahmedabad, Bangalore, Calcutta, etc.), XLRI Jamshedpur, FMS Delhi, SP Jain Institute of Management and Research |
| Entrance Exam | National level exams like CAT, XAT, MAT, GMAT |
1. For the course, one’s having basic minimum 50% in their relevant bachelor’s degree, in any discipline from a recognized university is eligible. Internships, in general, are favorable for many students.
2. Taking tests such as CAT/MAT/XAT/GMAT and minimum qualifying scores, group discussions and personal interviews to assess the quantitative, verbal and analytical abilities.
3. Communicational skills to convince the clients, and leadership skills to coordinate the other team members. Basic calculator and analytical competencies as well as knowledge in the use of computers.
4. Flexibility to be travelling in different places to attend meetings with different clients. This also means that the person is target driven and can do the work under pressure.
5. Product innovation and sales skills to recognize customer requirements, sales concerns and then selling skills to clinch a deal.
6. Continuously earn certification in products and industries to enhance product and industry knowledge. The range of topics includes territory and region management, IT applications, and consumer trends and insights for driving revenue.
1. CAT – Common Admission Test is one of the popular MBA entrance examinations that evaluates the candidate’s ability in Verbal & Quantitative Aptitude and Logical Reasoning.
2. XAT – Xavier Aptitude Test also assesses the candidate’s logical abilities and his/her aptitude for decision making.
3. CMAT – Common Management Admission Test measures quantitative skills & data interpretation, logical reasoning, language analysis.
4. MAT- Management Aptitude Test is a common test for MBA entrance test that assesses the candidates’ ability in language and mathematics.
5. ATMA: AIMS Test for Management Admissions assesses the candidate’s aptitude in quantitative, logical reasoning also and their language proficiency.
6. SNAP – Symbiosis National Aptitude Test is conducted to test the overall aptitude, analytical and problem solving ability.
| Course Name | Syllabus Detail |
|---|---|
| Core Business Essentials | Develops foundational knowledge in accounting, finance, marketing, operations, and strategic management, equipping you to understand the overall business context within which sales function. |
| Sales Management Principles and Strategies | Explores key sales frameworks, theories, and methodologies for effective customer relationship management, prospecting, negotiation, and sales forecasting. |
| Leadership and Communication for Sales Professionals | Honing your leadership skills, communication techniques, and influence strategies to motivate and inspire high-performing sales teams. |
| Sales Analytics and Data-Driven Decision Making | Master data analysis tools and techniques to gain insights into customer behavior, market trends, and sales performance, enabling informed decision-making. |
| Negotiation and Deal-Closing Strategies | Sharpen your negotiation skills through simulations and role-playing exercises, learning advanced tactics for closing deals and achieving win-win outcomes. |
| Sales Force Management and Performance Optimization | Gain expertise in building, motivating, and developing effective sales teams, including recruitment, training, coaching, and performance evaluation. |
| Digital Marketing and Sales Automation | Learn how to leverage digital marketing tools and technologies to optimize lead generation, track customer journeys, and drive sales growth. |
| Ethical Considerations in Sales Management | Explores ethical dilemmas faced by sales professionals and equips you to make informed decisions based on integrity and compliance with regulations. |
| Globalization and International Sales Management | Understanding the nuances of selling in a globalized marketplace, including cultural considerations, international trade regulations, and market entry strategies. |
| MBA Capstone Project: Applied Sales Management | Apply your acquired knowledge and skills to a real-world sales management challenge, culminating in a comprehensive project showcasing your strategic thinking and decision-making abilities. |
1. Appear for a Management entrance exam like CAT, XAT or GMAT and score a good percentile depending on the cut-off of your target B-schools.
2. Always consider the B-schools that you want to apply for admission and check to see if you qualify in terms of work experience, academic performance, and scores in entrance tests, among other factors.
3. Gather all the application materials you’ll be submitting: resume, personal essays, letters of recommendation, academic records, entrance exam results.
4. Complete the applications properly and submit them together with the corresponding application fees to the shortlisted B-schools within the deadline.
5. If selected for the final list, go for the face-to-face interview round which various B-schools conduct.
6. Get the final decision on admission at the B-schools and to accept the offer, pay for the fees and join the program.
| Specialization | Salary Range (Lakhs) | High-Demand Industries |
|---|---|---|
| Pharmaceutical Sales | 10-18 | Healthcare, Biotechnology |
| Financial Services Sales | 8-14 | Banking, Insurance, Investment Banking |
| IT Sales | 12-16 | Technology, Software, Cloud Computing |
| Real Estate Sales | 7-12 | Construction, Property Development |
| Consumer Goods Sales | 9-13 | FMCG, Retail, Fashion |
