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