SALES MANAGEMENT U.P State NEP BBA 5th Semester

Unit

Topics

I

Introduction to Sales Management: Concept, Evolution of Sales Function, Objectives of Sales Management Positions, Functions of Sales Manager and their Relation with Other Executives.     

[Lecture-8]

II

Salesmanship: Theories of Personal Selling, Types of Sales Executives, Qualities of Sales Executives, Personal Selling Process, Showroom & Exhibition.

[Lecture-8]

III

Sales Organisation and Relationship: Purpose of Sales organisation, Types of Sales Organisation Structures, Sales Department External Relations, Distributive Network Relations.

Sales Force Management: Recruitment and Selection, Sales Training,

Sales Compensation.

                                                                                             [Lecture-8]

IV

Distribution Network Management: Types of Marketing Channels, Factors Affecting the Choice of Channel, Types of Middleman and Their Characteristics, Concept of Physical Distribution System.           

[Lecture-6]