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SALES MANAGEMENT U.P State NEP BBA 5th Semester

AUTHORS : Dr. Nikhil Srivastava , Puneet Kumar
ISBN : 9789357552370
Tax excluded
AUTHORS : Dr. Nikhil Srivastava , Puneet Kumar
ISBN : 9789357552370
Syllabus
Course Code: F010502T
Sales Management
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]
|