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Sales Management
₹175.00
Tax excluded
ISBN- 978-93-87483-93-4
Prof. N. Kiran Kumar & Tejas B Vyas
According to the new Syllabus of‘Visvesvaraya Technological University, Belgaum’ SALES MANAGEMENT Unit 1: (8 hours)Introduction to Sales Management: Meaning, Evaluation, Importance, Personal Selling, Emerging Trends in Sales Management, Elementary Study of Sales Organisations, Qualities and Responsibilities of Sales Manager. Types of Sales Organisations. Unit 2: (8 hours)Selling Skills & Selling Strategies: Selling and Business Styles, Selling Skills, Situations, Selling Process, Sales Presentation, Handling Customer Objections, Follow-u Action. Unit 3: (8 hours)Management of Sales Territory & Sales Quota: Sales Territory, Meaning, Size, Designing, Sales Quota, Procedure for Sales Quota. Types of Sales Quota, Methods of Setting Quota. Recruitment and Selection of Sales Force, Training of Sales Force. Unit 4: (10 hours)Sales Force Motivation and Compensation: Nature of Motivation, Importance, Process and Factors in the Motivation, Compensation-Meaning, Types of Compensation Plans and Evaluation of Sales Force by Performance and Appraisal Process. Sales Management Job: Standard Sales Management Process-International Sales Management -International Market Selection Market Survey Approach or Strategy Unit 5: (8 hours)Sales Manager and Sales Person: Role of Sales Manager and Sales People; Functions of Sales Manager, Functions of Sales Person, Types and Characteristics of Sales Manager and Sales People-Time Management for Sales Manager and Sales Person. Unit 6 (8 hours)Selling on the Internet: Selling Agents for Internet Trading-Net Selling, Advertising in Net Trading, Payment System in Internet Trading-Smart Card, Credit Card, Debit Card- Payment By Card: Advantages And Disadvantages; How to Make Internet Selling Safe-Digital Signature, Biometric Method and Legal or Regulatory Environment; Growth of Internet Trading in India. Case Studies in Sales Management (6hours)
VTU2021/MBA/4/01
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