GGSIPU (BBA310) Sales & Distribution Management – 6th Semester
PLEASE SHARE This website with your FRIENDS, JUNIORS & SENIORS
| Unit 1 Introduction to Sales Management [Book] | ||
| 1 | Evolution of Sales Management, Scope and Importance | VIEW |
| 2 | Skills of a Sales Personnel | VIEW |
| 3 | Types of Sales Manager | VIEW |
| 4 | Personal Selling | VIEW |
| 5 | Psychology in Selling | VIEW |
| 6 | Buying Situations | VIEW |
| 7 | Sales Process | VIEW |
| 8 | Sales Forecasting | VIEW |
| 9 | Sales Territory Design | VIEW |
|
Case Studies |
| Unit 2 Sales Force Management [Book] | ||
| 1 | Sales Organization Structure | VIEW |
| 2 | Sales Force Size | VIEW |
| 3 | Recruitment & Selection of Sales Force | VIEW |
| 4 | Sales Force Training | VIEW |
| 5 | Sales Force Motivation | VIEW |
| 6 | Compensation of Sales Force | VIEW |
| 7 | Sales Quotas and Contests | VIEW |
| 8 | Evaluation of Sales Performance | VIEW |
|
Case Studies |
| Unit 3 Distribution Channels and Institutions [Book] | ||
| 1 | Functions of Intermediaries | VIEW |
| 2 | Types and Role of channel Intermediaries in India for consumer and Industrial Products | VIEW |
| 3 | Retail–Structure, Types and Role | VIEW |
| 4 | Strategies, Performance Measure, Franchising | VIEW |
| 5 | Retail Scenario in India | VIEW |
| 6 | Wholesaling: Features, Classification, Decisions, Trends and Future | VIEW |
|
Case Studies |
| Unit 4 Distribution Channel: Design, Management And Logistics [Book] | ||
| 1 | Channel Strategy and Design | VIEW |
| 2 | Selection, Motivation Evaluation of Intermediaries | VIEW |
| 3 | Managing Channel Dynamics, Relationships and Channel Conflict | VIEW |
| 4 | Physical Distribution Channel: Objectives and Decision Areas | VIEW |
| 5 | Introduction to Logistics and Supply chain Management | VIEW |
| 6 | Integration of Sales and Distribution Strategy | VIEW |
| 7 | Ethical and Legal Issues in Sales and Distribution Management | VIEW |
Advertisements
Advertisements
Advertisements
Advertisements
1 Comment »