| UNIT 1 [Book Link] | ||
| 1 | Introduction to Sales Role of Selling in Marketing | VIEW |
| 2 | Personal Selling | VIEW |
| 3 | Salesmanship and Sales Manager | VIEW |
| 4 | Types of Sales Personnel | VIEW |
| 5 | Characteristics of a Successful Salesman | VIEW |
| 6 | Theories of Selling | VIEW |
| # | Sales Management | VIEW |
| 7 | Process of effective Selling | VIEW |
| UNIT 2 [Book Link] | ||
| 1 | Building Sales Organization | VIEW |
| 2 | Types of Sales organizations and their structure | VIEW |
| 3 | Functions and Responsibilities of Sales Person | VIEW |
| 4 | Filling Sales Positions | VIEW |
| 5 | Recruitment, Selection | VIEW |
| 6 | Training and Development | VIEW |
| 7 | Development and conducting Sales Training Programme | VIEW |
| UNIT 3 [Book Link] | ||
| 1 | Sales Force Motivation | VIEW |
| # | Designing and Administrating Sales Force | VIEW |
| 2 | Sales Force Compensation | VIEW |
| 3 | Designing incentives and Contests | VIEW |
| 4 | Sales Forecasting, Sales Budget, Sales Quota | VIEW |
| 5 | Sales Territory | VIEW |
| 6 | Building Sales Reporting Mechanism and Monitoring | VIEW |
| 7 | Sales Force Productivity, Sales force Appraisal | VIEW |
| UNIT 4 [Book Link] | ||
| 1 | Introduction to Retailing | VIEW |
| 2 | Growing importance of Retailing | VIEW |
| 3 | Factors influencing Retailing | VIEW |
| 4 | Strategic Retail Planning Process | VIEW |
| 5 | Retail Organization | VIEW |
| 6 | Retail Models | VIEW |
| 7 | Theory of Retail Development | VIEW |
| 8 | Modern retail formats in India | VIEW |
| 9 | Retailing in Rural India | VIEW |
| UNIT 5 Retail Stores and Operation Management [Book Link] | ||
| 1 | Setting up Retail Organization | VIEW |
| 2 | Retail Location research and Techniques | VIEW |
| 3 | Trade Area Analysis | VIEW |
| 4 | Store Layout | VIEW |
| 5 | Objectives of Good store Design | VIEW |
| 6 | Controlling costs and Reducing inventory Loss | VIEW |
| 7 | Responsibilities of Store Manager | VIEW |
| 8 | Store Record and Accounting System | VIEW |
| 9 | Coding System | VIEW |
| 10 | Logistic and Information System | VIEW |
| 11 | Strategies, Retail Sales Techniques & Promotion | VIEW |
| 12 | CRM & Brand Management in retailing | VIEW |
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