Sales Management

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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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