MBA Sales and Marketing Syllabus and Subjects 2024

Duration: 2 Years
Avg Fees: ₹8.47 LPA
Sakshi Chaudhary
Sakshi Chaudhary

Updated on - Dec 20, 2023

The MBA Sales and Marketing syllabus is designed to study theoretical and practical concepts in marketing, sales, product management, etc. The MBA in Sales and Marketing is covered in two years, broken down into four semesters with core papers, electives, and internships.

The MBA Sales and Marketing subjects focus on the study of advertising and promotion strategies, sales negotiation, digital marketing, international marketing, etc. The course also equips students with data analytics tools used in sales decisions and extracting marketing insights to drive organizational success.

Table of Contents

Semester Wise MBA Sales and Marketing Syllabus

The MBA Sales and Marketing syllabus includes concepts of business marketing and sales strategy. The course also focuses on recent innovations in the field such as upcoming consumer marketing strategies, global marketing strategies, and trends, retail marketing tools, etc. Following is a semester-by-semester breakdown of the MBA in Sales and Marketing syllabus:

First-Year MBA Sales and Marketing Syllabus

The MBA Sales and Marketing syllabus in the first year focuses on foundational aspects of marketing, consumer behavior, and sales strategies. The following table contains the MBA in sales and marketing syllabus for the first year: 

Semester I

Semester II

Economics for Managers

Corporate Finance

Organizational Behaviour Principles

Fundamental of Operation Research 

Business Communication

Business Research Methodology

Business Mathematics

Human Resource Management Fundamentals

Accounting for Managers

Entrepreneurship and Venture Management

Production and Operations Management

Business Transformation

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Second-Year MBA Sales and Marketing Syllabus

In the second year of the MBA Sales and Marketing syllabus, students learn about advanced concepts such as rural marketing, e-commerce marketing, effective tools for brand management, etc. The following table contains the MBA in sales and marketing syllabus for the second year: 

Semester III

Semester IV

Bottom of the Pyramid Marketing

Advanced Sales Management

Digital Marketing

Advertising and Sales Promotion

Brand Management Strategies

Customer Relationship Management 

Strategic Business Marketing

Quantitative Methods for Decision-Making

Internet Marketing Strategies

Data Visualization and Business Intelligence

Electronic Commerce: Business Models & Strategies

Design Thinking

Summer Training/Internship Program

Project Report/Viva

Practical Topics in the Second-Year MBA in Sales and Marketing Syllabus

Some of the practical topics in the second-year MBA Sales and Marketing subjects are given below:

  • SAP Application in Global Leadership
  • Business Analytics and Modelling Tools Application in Business Marketing and Sales Processes

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MBA Sales and Marketing Subjects

MBA Sales and Marketing subjects are classified into core and elective subjects with topics such as Accounting, Strategic Management, Sales Management, etc. In the list below are MBA subjects for Sales and Marketing papers:

Core MBA Sales and Marketing Subjects

The MBA Sales and Marketing core subjects help students understand different managerial concepts used in different business areas and the foundation for sales and marketing strategies. In the list given below are core sales and marketing MBA subjects:

  • Accounting for Managerial Decision Making
  • Management in Action - Social Economic and Ethical Issues 
  • Organizational Behaviour
  • Strategic Management
  • Business Mathematics
  • Statistics for Management
  • Business Transformation
  • Quantitative Methods for Decision-Making
  • Legal Environment in Business
  • Business Research Methodology
  • Direct Marketing Strategies

Elective MBA in Sales and Marketing Subjects

In addition to the required disciplines, the MBA in Sales and Marketing subjects offer the following electives:

  • Retail Franchising Concepts and Mall Management
  • Positive Intelligence
  • E-Retailing
  • Global Leadership
  • Analytics in Marketing Management
  • Indian Ethos and Mindful Leadership
  • Luxury Retail Concepts
  • Cognitive Analytics & Social Skills for Professional Development

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MBA Sales and Marketing Subjects In Detail

MBA Sales and Marketing subjects focus on a holistic understanding of topics like services marketing, marketing metrics, and ROI, sales negotiation process, marketing ethics, etc. The topics covered by the MBA Sales and Marketing subjects are listed in the table below:

MBA Sales and Marketing Subjects

Topics

Managerial Economics

Introduction, Demand Analysis and Theory of Production, Theory of Cost and Market Structures, Introduction to Macroeconomics.

Accounting for Management

Nature of Accounting Information, Cost Accounting, Performance Evaluation Techniques, Decision-Making Techniques.

Business Communication

Theory of Communication, Forms of Communication, Important Parameters in Communication, Other Communication Parameters.

Marketing Management

Introduction to Marketing, Product and Pricing Decisions, Promotion and Distribution Decisions, Emerging Trends and Issues in Marketing.

Sales Management

Personal Selling, Control of Sales Factor, Sales Force Management, Ethical and Legal Aspects of Selling, Trademark, etc.

College Wise MBA Sales and Marketing Syllabus

The syllabus for MBA Sales and Marketing course may differ based on different college curriculum structures but the main outcome of the course remains the same to make students understand the effectiveness of marketing and sales strategies in businesses. Below listed is the college-wise MBA Sales and Marketing syllabus:

DY Patil University MBA in Sales and Marketing Syllabus

The DY Patil University offers MBA in Sales and Marketing course in online mode for students with a focus on teaming different aspects of sales and marketing such as sales pitch, customer relationship management, etc. Below listed is the DY Patil University MBA Sales and Marketing syllabus:

Semester I

Semester II

Accounting Principles

Fundamentals of Strategic Management

Fundamentals of Organization Behaviour

HRM Principles-I

Quantitative Techniques in Management

Financial Management Concepts-I

Economics for Managers

Operations Management 

Elective-I

Marketing Management Principles-I

-

Elective-II

Semester III

Semester IV

Basics of Entrepreneurship

Consumer Behaviour Strategies

Managerial Accounting

Fundamentals of Sales and Distribution Management

Concepts of Project Management

Service Marketing Strategies

Fundamentals of International Business

Sales Promotion and Advertising Concepts

Business Research Methodologies

Brand Management Strategies

Elective-III

Project Report

RIMT MBA in Sales and Marketing Syllabus

The RIMT offers an MBA in Sales, Marketing, and Advertising course for students with a focus on understanding marketing strategies, sales management, and industry-related advertising plans. Below listed is the RMIT MBA Sales and Marketing syllabus:

Semester I

Semester II

Business Communication

Fundamentals of Marketing Management

Managerial Economics

Corporate Finance

Application of Maths for Business Decision-Making

Research Methodology

Managerial Accounting

Fundamentals of People Management

Organization Behaviour Principles

Seminar

Personality Development Workshop

Short-Term Certification Course

Semester III

Semester IV

Summer Internship Program

Fundamentals of Production Management

Understanding Consumer Behaviour

Brand Management Concepts

Operation Research Fundamentals

E-Commerce Overview

Service Marketing Strategies

Seminar on Entrepreneurship Role in Digital Economy

Seminar on Contemporary Management

Project Report

MBA in Sales and Marketing Projects

A list of projects related to the development, planning, evaluation, and execution of product sales in a corporation is included in the sales and marketing syllabus. Below listed are a few MBA in Sales and Marketing project topics:

  • Advertising Strategy of the Indian Corporate World
  • Customer experience management in personal loan
  • A study on general awareness of insurance policies 
  • A Study on Purchase Behaviour of grocery for middle-class people
  • Effectiveness of Retailing Mix in Reliance Retail
  • Effect of branding on consumer buying Behaviour

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MBA in Sales and Marketing Course Structure

In the MBA Sales and Marketing syllabus, the course structure includes classroom lectures, discussions, industry interactions, case studies, projects, and other activities. Listed below are the general MBA Sales and Marketing course structure:

  • IV Semesters
  • Core and Elective Subjects
  • Project Submission
  • Internship 

MBA in Sales and Marketing Teaching Methodology and Techniques

Teaching methodologies and techniques used in MBA in Sales and Marketing include traditional class-based lectures, industrial visits, guest speakers, conferences, seminars, collaboration projects with the company, internships, summer training, etc. In short, the MBA Sales and Marketing teaching techniques are:

  • Case Study Methods
  • Presentations
  • Assignments
  • E-learning
  • Collaboration
  • Internships

MBA Sales and Marketing Books

The MBA Sales and Marketing syllabus explores many subjects that may extend far beyond the field. Students can download the MBA Sales and Marketing syllabus PDF to have a thorough understanding of the subjects and topics in the course. Listed below are the best MBA Sales and Marketing books for students:

Books 

Topics Covered

Author 

Marketing Management

Marketing Strategies and Process, Customer Value Mix, Global Marketplace, etc

Philip Kotler

Sales Management

Role of Sales Manager, Sales Strategies, Sales Team Management, etc.

Richard R Still

Rural Marketing

Rural Product Strategies, Rural Areas Distribution Channels, Rural consumer characteristics, etc.

Pradeep Kashyap

Marketing Research

Data Collection Methods, Data Analysis Techniques, Questionnaire Designs, etc.

Naresh Malhotra and Satyabhushan Dash

Consumer Behaviour

Consumer Behaviour and Marketing Strategies, Consumer Decision Making Process, etc.

Schiffman and Kanuk 

FAQs

What are the important MBA Sales and Marketing subjects?

The MBA Sales and Marketing subjects include Sales Management, Business Mathematics, Managerial Economics, etc.

Which are the elective subjects in MBA Sales and Marketing syllabus?

The elective subjects included in MBA Sales and Marketing syllabus are Principles of Retailing, Global Leadership, Cooperative Management, etc.

What are the important Sales and Marketing MBA subjects in 3rd semester?

Some of the important MBA Sales and Marketing subjects in 3rd semester are Strategic Management, B2B Marketing, Product and Brand Management, etc.

Which are the famous topics for research projects in MBA Sales and Marketing courses?

Some of the common research projects in the MBA Sales and Marketing course are Study on Sales Force Management, AI Marketing and Automation, etc.

Which are important MBA Sales and Marketing books for second-year students?

The important MBA Sales and Marketing books for second-year students are Marketing Research by CR Kothari, Sales and Distribution Management by Krishna K. Havaldar and Vasant M. Cavale, etc.

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