What is Sales

Every company and every industry needs marketing and sales. This means that candidates who study sales can work for pretty much any organisation they wish to, be it in retail, food and beverage, technology, or government. The study of sales gives students an understanding of what causes a company's success and failure, as well a deep insight into consumer behaviour and marketer-consumer relationships.

There will be sales as long as there are customers. As production of existing goods continues to increase and new products constantly get introduced to the market, there is increasing demand for sales experts to regulate consumers' interests and have them met accordingly.

Eligibility Criteria (UG & PG) of Sales

At different levels of study, the eligibility criteria for studying Sales are:

  • For B.Com/BBA in Sales and Marketing- Candidates must have passed class 12 from a recognised board or university with a minimum aggregate of 50%.

  • M.Com in Sales and Marketing- Students are eligible for an M.Com degree if they possess a valid B.Com or B.Com(Hons) degree from a recognised university or board, with a minimum 50% aggregate score in the qualifying examination.

  • MBA in Sales and Marketing- Students who have a valid Bachelor's degree in any discipline within minimum 50% aggregate marks in the qualifying examination for the same are eligible to sit for MBA entrance exams. 


Entrance Exams for Course in Sales 

Students interested in studying Sales have two options at the Bachelor's level. They can either study a Bachelor of Commerce with a Sales and Marketing specialisation, or they can opt for a Bachelor of Business Administration with specialisation in Sales and Marketing. The former is a Commerce-focused degree which covers the fundamentals of Commerce such as Finance, Economics, and Accounting. 

Admission into the B.Com course requires Mathematics as an important eligibility criterion. BBA, on the other hand, is a course focusing on business and management and is a professional course which equips students with necessary management skills such as operational and managerial skills as well as marketing knowledge. 


Entrance Exams for B.Com/BBA in Sales and Marketing 

Admissions to this course are mostly conducted based on the students' marks in the 10+2 examination. Certain colleges, however, conduct their entrance exams such as- 

  • Delhi University Entrance Test (DUET) is conducted by Delhi University to offer UG, PG, MPhil, and PhD aspirants admission into any of its institutes. Conducted in online mode once every year.

  • Aligarh Muslim University (AMU) Entrance Exam is the university's admission test for UG and PG aspirants, conducted either at the university level or by respective departments (departmental test).

  • Christ University Entrance Test (CUET) is conducted for admissions into BBA, B.Com, B.Tech, and many other UG courses under Christ University.

  • Jamia Millia Islamia (JMI) entrance exam conducts admissions for both undergraduate and postgraduate degrees in offline mode once every year. 


Entrance Exams for M.Com in Sales and Marketing

Students who have completed their Bachelor degree in B.Com can further opt to pursue a Master degree in M.Com Sales and Marketing. Some of the entrance examinations conducted for admission into the top colleges for M.Com include: 

  • ANUPGCET, a state-level entrance examination conducted by Acharya Nagarjuna University, Gunter and all its affiliated colleges in the state for those who wish to pursue PG courses in different fields. The exam is conducted in offline mode.

  • Allahabad University Post Graduate Admission Test, or AU PGAT in short, is conducted at the university level for admission into a Master's programme of study under Allahabad University. It is conducted once a year in the online as well as offline modes.

  • PESSAT or the PES Scholastic Aptitude Test is conducted by the PES University for UG and PG admissions into the college in any stream. 


Entrance Exams for MBA 

MBA entrance exams are conducted both at the national level and the university level, with high demand for the course meaning high competition in these exams. Some of the top examinations which grant students admission into the best colleges for MBA include: 

  • CAT, or Common Entrance Test, nicknamed the "mother of MBA entrance exams", is conducted by the IIMs at a national level. The examination is generally conducted in November each year, and the scores are accepted for admission not just by IIMs but for other top colleges as well.

  • Xavier's Admission Test (XAT), one of the oldest management exams in India, is conducted by XLRI and the scores are accepted as primary admission criteria by India's top business schools.

  • Management Aptitude Test (MAT) is conducted by the All India Management Association (AIMA), a popular exam conducted four times a year for admissions into top B-schools.  

Scope of Sales in India and Abroad

A sales manager is in charge of coming up with sales strategies and plans for a company, setting goals and deciding the direction in which the team should head, all along the way. The pay for sales professionals is largely dependent on the targets achieved and level of performance that they display. 

These professionals are needed in every field, in varying sizes of businesses for managing sales operations. As candidates gain more and more experience handling the sales for different kinds of businesses, their opportunities become more myriad and plentiful, and their careers can take any direction they'd like. 

The scope, both in India and abroad, is enormous, considering the number of businesses large and small, some already operational whilst others keep cropping up every day. The need for sales experts cannot possibly diminish with the market growing and thriving at the rate it is. 

Course Fees Sales

Minimum Fees Maximum Fees
Private Government Private Government
UG
38.25 K
B.Com in Sales at Extol College, Bhopal
41.61 K
B.A.(Hons) in Sales at Sachchidanand Sinha College, Aurangabad
2.00 Lakhs
Dual Degree in Sales at OPJS University, Rajgarh
41.61 K
B.A.(Hons) in Sales at Sachchidanand Sinha College, Aurangabad
PG
6.80 K
P.G.D in Sales at All India Institute of Management Studies, Chennai
6.00 K
P.G.D in Sales at Gauhati University, Guwahati
17.64 Lakhs
M.B.A in Sales at Amity Business School, Noida
59.56 K
M.Com in Sales at Mangalore University, Mangalore
DOCTORAL
2.45 Lakhs
Ph.D in Sales at OPJS University, Rajgarh
---
Data not available
2.45 Lakhs
Ph.D in Sales at OPJS University, Rajgarh
---
Data not available
DIPLOMA
15.00 K
Diploma in Sales at CMJ University, Shillong
8.00 K
Diploma in Sales at Institute for Excellence in Higher Education, Bhopal
60.00 K
Diploma in Sales at Indian Institute of Business Management, Patna
8.00 K
Diploma in Sales at Institute for Excellence in Higher Education, Bhopal

Course Subjects

While many different courses are available for studying sales, there are some common important topics which are covered in each, for instance: 

  • Business Organization and Management

  • Financial Accounting

  • Indirect Tax Laws

  • Company Law

  • Auditing and Corporate Governance

  • Fundamentals of Financial Management

  • Corporate Tax Planning

  • Management Concepts

  • International Finance

  • e-Commerce

  • Strategic Management

  • Accounting for Managerial Decisions

  • Statistical Analysis

  • Investment Management

  • Research methodology in Commerce

  • Corporate Financial Accounting

  • Economics of Global Trade and Finance

  • Commercial Bank Management

  • Organisation Behaviour

Careers in Sales

The field of sales is a performance-driven career. Highly competitive and challenging, this field of work keeps professionals constantly on their toes and can be highly rewarding when positive outcomes are found.

Anyone who has a competitive streak and enjoys being rewarded for honest hard work is suitable for a sales career. While movies can give off the impression that sales are something of a combat sport, the truth is quite the opposite: the best salespeople work with their customers, not against them.

The primary focus at all times is to improve a client's business, and sometimes the stakes may be pretty high, making it all the more essential for sales professionals to be the best at what they do.

A career in sales is highly lucrative, and when significant experience has been gained, the pay for the jobs in this field, too, is quite generous and can be comfortably lived on. For those who thrive in the adrenaline rush of competition, a career in sales is an absolute go-to. 

Job Profiles and Top Recruiters

Some job positions that are highly sought after in the Sales world are:

Job Profile

Description

Sales Specialist

Selling insurance, certificates of deposits, or other financial instruments. Evaluating costs and revenue, making financial presentations, contacting prospective customers, and reviewing business trends.

Marketing Executive

Creating strategies that help a company meet its objectives, conducting research, evaluating product demand, identifying a target audience, establishing pricing strategies.

Participating in package design, developing advertising campaigns, choosing media outlets, promoting the company's products.

Assistant Manager

Responsible for interviewing and recruiting quality people, helping employees who have difficulty picking up new skills, making sure new employees transitions run smoothly, keeping the staff in high spirits.

Business Development Manager

Facilitating business growth, developing training plans for educating and motivating employees to perform to their best. Planning for future development.

Planning Executive

Constantly communicating with team leaders, letting distribution supervisors know when an order will be ready, informing procurement officers how many supplies will be needed, attending meetings frequently to discuss the production.

 

Top recruiters in Sales

  • Canara Bank

  • Railway Recruitment Board

  • Nestle India

  • Cadbury India

  • YES Bank

  • Asian Paints India

  • Snapdeal

  • ICICI Bank

  • Bajaj Allianz

  • Kotak Life

  • State Bank of India 

Required Skillset for Sales

A career in sales means a hectic lifestyle of planning, estimating, strategising and communicating. This line of work, although a little tiring, can be seamless if the professionals possess certain key skills such as:

  • Communication: Strong communication skills form the foundation of a successful sales career because it helps facilitate smooth relationships with clients and ensures that one can tactfully put across plans, ideas, and buyers' pain points.

  • Business Acumen: Sales experts should have strong business acumen so that they may use business-level information to communicate ROI and relevant pain points.

  • Negotiation: A critical skill in the business world, sales professionals, must follow a disciplined process of negotiation to avoid high-stake negotiations that may result in a loss.

  • Buyer Research: Sales professionals should always try to be on top of buyer-related information, for instance, market trends, types of buyers, the competitive landscape, etc. They should have strong research skills to keep track of buyers' companies and possible triggers for sales.

  • Time Management and Planning: Sales professionals often land with too much on their plates, and without effective time management and planning skills, it may be very difficult for them to tactfully deal with each of the pieces of work while ensuring there has been no oversight.

  • Storytelling: While storytelling may be considered a component of communication skills, this is a distinct requirement because sales experts must be clear and concise, authentic and engaging when pitching ideas to customers. 

  • Judgement: Sometimes, sales reps need to make decisions very quickly without any time to weigh out the pros and cons. In such cases, they must be savvy enough in their judgement to make the right call.

  • Collaboration: When managing a group of people or a bunch of resources, sales reps must know how to orchestrate them well together.

  • Presentation: When making a presentation for a client, sales professionals must have the skills to keep it concise, to the point, and focusing only on what is important. A mistake as simple as wasting an impatient customer's time can cost the sales dearly.

  • Territory Management: Territory management is all about a sales expert's ability to analyse market factors and their target accounts because a high-potential territory which hasn't been maximised is the last thing anybody wants.

  • Social Selling: Social media being an integral platform for advertisement and sales today, sales professionals should know their way around social media networks, if not gain expertise in them. 

Course Curriculum for Sales

The course curriculum for most sales courses offers enhanced knowledge and understanding of business operations and management. With an extensive curriculum covering topics in commerce, banking, management, finance, marketing, so on and so forth, the courses pave paths for future sales professionals or teachers, researchers, and professors.

The unique blend of core and elective courses that students are offered during these courses ensures unique training of all graduates, allowing them to decide the areas on which they would like to focus. Also, this unique training for every student makes them more useful to recruiters as well.

Questions related to Sales

Showing 68 out of 68 Questions
21 Views

Due to some reasons i cant pursue graduation in bba from a good college is there any sales and marketing course available which i can pursue apart from UG and PG courses

Nishu Kumari 15th Oct, 2020

Hii there,

Dear candidate, there are hundreds of options available online that can provide you better online mode education in any sector. You can go through COURSERA, UDEMY, EDX, or internshala training or LinkedIn training too. All these platforms are recognised by any company.

Hope this solves your concern.

All the best!

7 Views

how much is cut off in b.comi n sales & marketing in the collages

harshita sharan Student Expert 18th Jul, 2020
Hi dear,

Bachelor of commerce is a three year undergraduate program in commerce offered by many institutes in india. Admission criteria and cut off varies from college to college. Please help us with the college in which you wish to seek admission so that i can help you with course cut off and admission procedure.

Good luck
18 Views

Mr. Mohan- What kind of courses you can recommend Mechanical Engineers or Sales person which can add value?

shivam raj 6th May, 2020

Hello.

If you are doing mechanical engineering, there are a lot of course you can do. If you are interested in designing you can learn Catia or solidworks from coursera. You can also learn simulation softwares like Ansys.

You can also do the basic courses in IoT or machine learning, if you want to make a career in that field.

12 Views

In SIES college of management, most of jobs that comes for recruitment is of sales job or marketing job?

Manidipa Kundu Student Expert 18th Apr, 2020

hi,

see in sies college of management there is many top recuiter companies comes for various backgrounds, not onl;y sales but also, banking, IT consulting, retail management, financial services, digital marketing, real estate , manufacturing companies comes with both sales management , financial mangement and marketing profile.

highest salary offered is 18 lpa,

average salary offered is 7 lpa.

5 Views

i am a pharmacy graduate 2010 my responsiblites brought me to sales job i want to pursue forensics. its a gap of 10 years from academics help me out with details for prepration books authors exam pattern. thanks.

Manidipa Kundu Student Expert 13th Apr, 2020

hi,

see age is not a bar and for pg courses most of the universities has no specific age limit, however exam pattern is different for different colleges, I have mention some institute name which offers msc in forensic science,

Amity University

Chandigarh University

Galgotias University

Gujarat University

GD Goenka University

Banaras Hindu University

Maharshi Dayanand University

Babasaheb Bhimrao Ambedkar University

Maharaja Agrasen University

Kurukshetra University

books you may follow,

Forensic Science in Crime Investigation by Nabar BS

Forensic Science: An Introduction to Scientific Crime Detection- by Walls

Forensic Science: Principles & Concepts by Nishant Singh

Forensic Science: The Basics, Second Edition by Jay A. Siegel

Forensic Science UGC Net/JRF-MCQ's by Dr. Anu Singla


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