Sales Management CSJMU NEP BBA Notes

Unit 1 Sales Management [Book]
Sales Management	VIEW
Evolution of Sales function	VIEW
Objectives of Sales Management Positions	VIEW
Functions of Sales executives	VIEW
Sales executives Relation with other executives	VIEW

Unit 2 Salesmanship [Book]
Salesmanship	VIEW	VIEW
Theories of Personal Selling		VIEW
Types of Sales executives		VIEW
Qualities of sales executives		VIEW
Prospecting, pre-approach and post-approach		VIEW
Organizing Display, Showroom & Exhibition		VIEW

Unit 3 [Book]
Sales Organisation and Relationship	VIEW
Purpose of Sales organization	VIEW
Types of Sales Organization Structures	VIEW
Sales Department External Relations	VIEW
Distributive Network Relations	VIEW
Sales Force Management	VIEW
Recruitment and Selection	VIEW
Sales Training	VIEW
Sales Compensation	VIEW

Unit 4 Distribution Network Management [Book]
Distribution Network Management	VIEW
Types of Marketing Channels	VIEW
Factors affecting the choice of channel	VIEW
Types of Middleman and their Characteristics	VIEW
Concept of Physical Distribution system	VIEW