Last updated on November 19th, 2020 at 01:15 pm

Unit 1 Introduction to Sales Management (Book) |
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Introduction to Sales Management, Scope and Importance |
VIEW |
The evolving face of Personal Selling |
VIEW |
Personal Selling process and Approaches |
VIEW |
Sales Organization Structure |
VIEW |
Sales Strategies |
VIEW |
Sales Forecasting |
VIEW |
Sales Territory Design |
VIEW |
Unit 2 Sales Force Management (Book) |
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Sales force job Description |
VIEW |
Sales force: Recruitment and Selection |
VIEW |
Training Sales Personnel |
VIEW |
Sales force Motivation |
VIEW |
Sales force Compensation |
VIEW |
Sales Quotas |
VIEW |
Evaluating Sales Performance |
VIEW |
Information Technology in Sales Management |
VIEW |
Unit 3 Distribution planning and Control (Book) |
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Function of intermediaries |
VIEW |
Types and Role of Channel intermediaries in India |
VIEW |
Wholesale and Retail Structure |
VIEW |
Channel Strategy and Design |
VIEW |
Selection, Motivation and Evaluation of intermediaries |
VIEW |
Managing channel Dynamics, Relationships and Channel conflict |
VIEW |
Ethical and legal issues Sales and Distribution Management |
VIEW |
Unit 4 Distribution System and Logistics (Book) |
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Physical Distribution System: Objectives and Distribution Areas |
VIEW |
Customer service Goals, Logistics Planning |
VIEW |
An overview of Transportation, Warehousing and Inventory Decisions |
VIEW |
Efficient Supply chain Management |
VIEW |
Integration of Sales and Distribution Strategy |
VIEW |
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