Sales And Retail Management

Syllabus

KMBNMK04

SALES AND RETAIL MANAGEMENT

Unit 1                                                                                                                                              4 Hours

Introduction to Sales: Role of Selling in Marketing, Personal Selling, Types of Sales Personnel, Characteristics of a Successful Salesman, Process of Effective Selling.

Unit 2                                                                                                                                              7 Hours

Negotiation and Bargaining: Negotiation Strategies, Conflicts and Dispute Resolution, Negotiation and Discussion Stages.

Listening Skills - Controlling Emotions, Art of Persuasion and Emotions, Ethics in Sales, Influencing and Assertiveness Skills, Spotting the Signs, Non-Verbal Communication and Voice Clues

The Bargaining and Closing Stage - Making Concessions, the Techniques, Closing Techniques, Confirming Agreement

Unit 3                                                                                                                                              9 Hours

Building Sales Organisation: Types of Sales Organisations and their Structure, Functions and Responsibilities of Sales Person. Filling Sales Positions: Recruitment, Selection, Training and Development.

Leading Sales Organisation: Sales Force Motivation & Compensation, Designing Incentives and Contests, Sales Forecasting, Sales Budget, Sales Quota, Sales Territory, Building Sales Reporting Mechanism and Monitoring, Sales Force Productivity, Sales Force Appraisal.

Unit 4                                                                                                                                              8 Hours

Introduction to Retailing: Factors Influencing Retailing, Strategic Retail Planning Process, Retail Organization, Retail Models and Theory of Retail Development, Modern Retail Formats in India,

Store Location& Site Selection: Trading Area Analysis, Types of Location, Location and Site Evaluation, Objectives of Good Store Design

Unit 5                                                                                                                                              8 Hours

Store Layout and Space Planning: Types of Layouts, Visual Merchandising Techniques, Controlling Costs and Reducing Inventory Loss, Parking Space Problem at Retail Centers

Retail Stores & Operations Management Responsibilities of Store Manager, Store Security, Store Record and Accounting System, Coding System, Material Handling in Stores, Logistic and Information System, Promotion, CRM & Brand Management in retailing.