| Unit 1 Introduction to Sales: {Book} | |
| Introduction to Sales Role of Selling in Marketing | VIEW |
| Personal Selling | VIEW |
| Salesmanship and Sales Manager | VIEW |
| Types of Sales Personnel | VIEW |
| Characteristics of a Successful Salesman | VIEW |
| Theories of Selling | VIEW |
| Sales Management | VIEW |
| Process of effective Selling | VIEW |
| Unit 2 {Book} | ||
| Negotiation and Bargaining | VIEW | |
| Negotiation Strategies | VIEW | |
| Conflicts and Dispute resolution | VIEW | |
| Negotiation and Discussion stages | VIEW | |
| Listening skills; Controlling emotions | VIEW | |
| Art of Persuasion and emotions | VIEW | VIEW |
| Ethics in sales | VIEW | |
| Influencing and Assertiveness skills | VIEW | |
| Spotting the signs | VIEW | |
| Non-verbal communication and voice clues | VIEW | |
| The Bargaining and Closing stage; Making concessions, The techniques, Closing techniques, Confirming agreement | VIEW | |
| Unit 3 {Book} | |
| Building Sales Organization | VIEW |
| Types of Sales organizations and their structure | VIEW |
| Functions and Responsibilities of Sales Person | VIEW |
| Filling Sales Positions | VIEW |
| Recruitment, Selection | VIEW |
| Training and Development | VIEW |
| Development and conducting Sales Training Programme | VIEW |
| Leading Sales Organization: | |
| Sales Force Motivation | VIEW |
| Designing and Administrating Sales Force | VIEW |
| Sales Force Compensation | VIEW |
| Designing incentives and Contests | VIEW |
| Sales Forecasting, Sales Budget, Sales Quota | VIEW |
| Sales Territory | VIEW |
| Building Sales Reporting Mechanism and Monitoring | VIEW |
| Sales Force Productivity, Sales force Appraisal | VIEW |
| Unit 4 {Book} | |
| Introduction to Retailing | VIEW |
| Growing importance of Retailing | VIEW |
| Factors influencing Retailing | VIEW |
| Strategic Retail Planning Process | VIEW |
| Retail Organization | VIEW |
| Retail Models | VIEW |
| Theory of Retail Development | VIEW |
| Modern retail formats in India | VIEW |
| Retailing in Rural India | VIEW |
| Unit 5 Retail Stores and Operation Management {Book} | |
| Store Layout and Space planning, Types of Layouts | VIEW |
| Visual Merchandising Techniques | VIEW |
| Controlling Costs and Reducing Inventory Loss | VIEW |
| Parking Space Problem at Retail Centers | VIEW |
| **Setting up Retail Organization | VIEW |
| **Retail Location research and Techniques | VIEW |
| **Trade Area Analysis | VIEW |
| **Objectives of Good store Design | VIEW |
| Retail Stores & Operations Management: | |
| Responsibilities of Store Manager | VIEW |
| Store Security | VIEW |
| Store Record and Accounting System | VIEW |
| Coding System | VIEW |
| Material Handling in Stores | VIEW |
| Logistic and Information System | VIEW |
| Strategies, Retail Sales Techniques & Promotion | VIEW |
| CRM & Brand Management in Retailing | VIEW |