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 |