CCSU(BBA) 404 Sales Management

  Unit 1 Sales Management: {Book}  
1 Evolution of Sales function VIEW
2 Objectives of Sales Management Positions VIEW
3 Functions of Sales executives VIEW
4 Sales executives Relation with other executives VIEW
  Unit 2 {Book}  
1 Sales Organisation and Relationship VIEW
2 Purpose of Sales organization VIEW
3 Types of Sales Organization Structures VIEW
4 Sales Department External Relations VIEW
5 Distributive Network Relations VIEW
  Unit 3 Salesmanship: {Book}  
1 Theories of Personal Selling VIEW
2 Types of Sales executives VIEW
3 Qualities of sales executives VIEW
4 Prospecting, pre-approach and post-approach VIEW
5 Organizing Display, Showroom & Exhibition VIEW
  Unit 4 Distribution network Management {Book}  
1 Types of Marketing Channels VIEW
2 Factors affecting the choice of channel VIEW
3 Types of Middleman and their Characteristics VIEW
4 Concept of physical distribution system Sales VIEW
  Unit 5 Force Management {Book}  
1 Recruitment and Selection VIEW
2 Sales Training VIEW
3 Sales Compensation VIEW

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