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GGSIPU (BBA) SALES & DISTRIBUTION MANAGEMENT – 6TH SEMESTER

Theintactone 9 Feb 2019 1 Comment

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	UNIT 1 Introduction to Sales Management
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

	UNIT 2 Sales Force Management
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

	UNIT 3 Distribution Channels and Institutions
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

	UNIT 4 Distribution Channel – Design, Management And Logistics
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

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