Last updated on November 26th, 2019 at 06:52 pm
| |
UNIT 1 Introduction To Sales Management [Book Link] |
|
| 1 |
Scope, Importance and Evolution |
VIEW |
| 2 |
Emerging trends in Sales Management |
VIEW |
| 3 |
Personal Selling Process and Approaches |
VIEW |
| 4 |
Sales Organization Structure |
VIEW |
| 5 |
Sales Strategies, Sales Forecasting |
VIEW |
| 6 |
Sales Territory Design |
VIEW |
| |
UNIT 2 Sales Force Management [Book Link] |
|
| 1 |
Sales Force Job Description |
VIEW |
| 2 |
Recruitment and Selection |
VIEW |
| 3 |
Training Sales Personnel |
VIEW |
| 4 |
Sales Force Motivation |
VIEW |
| 5 |
Compensation, Sales Quotas |
VIEW |
| 6 |
Evaluating Sales Performance |
VIEW |
| 7 |
Information Technology in Sales Management |
VIEW |
| |
UNIT 3 Distribution Planning and Control [Book Link] |
|
| 1 |
Functions of intermediaries |
VIEW |
| 2 |
Types and role of channel in India for customer and industrial Products |
VIEW |
| 3 |
Wholesale and Retail Structure |
VIEW |
| 4 |
Complex Distribution arrangement |
VIEW |
| 5 |
Channel and Strategy and design |
VIEW |
| 6 |
Selection, Motivation and Evaluation of intermediaries |
VIEW |
| 7 |
Managing channel Dynamics, Relationships and Channel conflicts |
VIEW |
| 8 |
Ethical and legal issues in sales and distribution Management |
VIEW |
| |
UNIT 4 Distribution System and Logistics [Book Link] |
|
| 1 |
Physical Distribution System: Objective and Decisions Area |
VIEW |
| 2 |
Customer Services Goals, Logistics Planning |
VIEW |
| 3 |
An Overview of Transportation, Warehousing and Inventory Decisions |
VIEW |
| 4 |
Efficient Supply chain Management (SCM) |
VIEW |
| 5 |
IT Enabling cost service performance measurement |
VIEW |
| 6 |
Integration of Sales and Distribution Strategy |
VIEW |
Like this:
Like Loading...
Related
One thought on “GGSIPU (MS213) Sales and Distribution Management”