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Unit 1 Introduction to Sales Management [Book] |
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| 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 |
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Unit 2 Sales Force Management [Book] |
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| 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 |
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Unit 3 Distribution Channels and Institutions [Book] |
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| 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 |
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Unit 4 Distribution Channel: Design, Management And Logistics [Book] |
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| 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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