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Sales and Distribution Management
Dr. atul Loomba & Anamika Rawat
ISBN - 9789382249214
₹170.00
Tax excluded
MBA, Semester - IVAccording to the new syllabus of ‘Barkatullah University, Bhopal’Syllabus SALES AND DISTRIBUTION MANAGEMENT Course No. FSM-3 Unit-I: Nature and Scope of Scales Management; Setting and Formulation Personal Selling Objective; Recruiting and Sales Personnel. Unit-II: Developing and Conducting Sales Training Programmers; Designing and Administering Compensation Plans; Motivating Sales Personnel. Unit-III: Sales Meetings and Sales Contests: Designing Territories and Allocating Sales Efforts; Objectives and Quotas for sales Personnel; Developing and Managing Sales Evolution Programme; Sales Cost Analysis. Unit-IV: An Overview of Marketing Channels, their Structure, Functions and Relationship; Channel Intermediaries – Wholesaling and Retailing; Logistics of Distribution; Channel Planning, Organisational Patterns in Marketing Channels; Managing Marketing Channels. Unit-V: Information System and Channel Management; Assessing Performance of Marketing Channel; International Marketing Channels.
BUB2018/MBA/04/6
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