The MBA in Sales is designed to equip students with a comprehensive understanding of sales strategies, management techniques and business development principles. This program focuses on enhancing students’ skills in sales planning, market analysis, customer relationship management, negotiation tactics and sales team leadership. 

Students learn to develop effective sales strategies, manage sales operations, analyse market trends and implement innovative sales techniques. The curriculum covers areas such as sales management, sales force effectiveness, digital sales, retail sales, B2B sales and international sales. Through case studies, projects and practical exercises, students gain hands-on experience in solving real-world sales challenges and honing their sales skills. 

The program also emphasises the ethical and legal aspects of sales practices, communication skills and decision-making abilities essential for successful sales professionals. Overall, an MBA in Sales prepares students for dynamic roles in sales management, business development, account management and sales leadership across various industries.

The core subjects of an MBA in Sales typically include:

• Sales Management
• Sales Techniques and Negotiation
• Marketing Management
• Customer Relationship Management (CRM)
• Sales Analytics
• Digital Sales and E-commerce
• Retail Sales Management
• Business Development
• International Sales
• Ethics and Legal Aspects

The practical learning in an MBA in Sales degree is designed to bridge the gap between theoretical knowledge and real-world application. Here are some key aspects of practical learning in this degree:

• Case Studies
• Internships
• Sales Projects
• Industry Guest Lectures
• Sales Workshops and Role-play

The course curriculum of an MBA in Sales degree typically spans over two years and includes a combination of core courses, elective courses, practical projects, internships, and seminars. Here is a summary of the course curriculum:

Here are some of the top institutes in India that offer MBA programs specialising in Sales or with strong sales management components:

• Indian Institute of Management Bangalore (IIMB)
• Indian Institute of Management Ahmedabad (IIMA)
• Indian School of Business (ISB), Hyderabad
• Xavier School of Management (XLRI), Jamshedpur
• SP Jain Institute of Management and Research (SPJIMR), Mumbai
• Indian Institute of Foreign Trade (IIFT), New Delhi and Kolkata
• Symbiosis Institute of Business Management (SIBM), Pune
• Management Development Institute (MDI), Gurgaon
• Institute of Management Technology (IMT), Ghaziabad
• Narsee Monjee Institute of Management Studies (NMIMS), Mumbai

Professionals can experience significant career growth opportunities due to their advanced knowledge, skills and strategic thinking abilities. Here are several pathways for advancing your career:

• Senior Sales Management Roles
• Business Development and Leadership
• Sales Operations and Strategy
• Global Sales Management
• Entrepreneurship
• Product Management
• Executive Leadership
• Industry Specialisation
• Consulting and Advisory Roles

An MBA in Sales offers scope and opportunities in various areas across industries. Some of the key areas where graduates with an MBA in Sales can find scope include:

• Sales Management
• Business Development
• Account Management
• Consulting
• Entrepreneurship
• Marketing and Brand Management
• Retail Sales
• Digital Sales and E-commerce
• International Sales
• Sales Training and Development

Pros of pursuing an MBA in Sales

• Specialised Knowledge
• Career Opportunities
• Higher Earning Potential
• Personal Development

Cons of pursuing an MBA in Sales

• Time Commitment
• Industry Relevance