| Unit 1 [Book] | ||
| Introduction to Sales Management Nature, Scope and Importance | VIEW | |
| Evolution of Sales Management | VIEW | |
| Role and Skills of Sales Managers | VIEW | |
| VIEW | VIEW | |
| Sales Objectives | VIEW | |
| Sales Strategies | VIEW | |
| Emerging trends in Sales Management | VIEW | |
| Unit 2 [Book] | ||
| Personal Selling | VIEW | |
| Theories of Selling | VIEW | VIEW |
| SPIN Model | VIEW | |
| Types of Personal Selling | VIEW | VIEW |
| Transactional and Relationship Selling | VIEW | |
| Sales forecasting Method | VIEW | VIEW |
| VIEW | VIEW | |
| Unit 3 [Book] | ||
| Sales force | VIEW | |
| Recruitment and Selection Process | VIEW | VIEW |
| Design, Execution and Evaluation of Sales Force Training | VIEW | VIEW |
| Motivation of Sales Personal | VIEW | |
| Compensation of Sales Personal, Quota and Contest | VIEW | |
| Design and Management of Sales Territories | VIEW | VIEW |
| Unit 4 [Book] | ||
| Appraisal of Sales Personal | VIEW | VIEW |
| Sales budgets | VIEW | VIEW |
| Sales Audit | VIEW | |
| Legal and ethical issues in Sales Management | VIEW | |
| Role of information Technology in Sales Management | VIEW | |