Sales Management
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Dr. Shailendra Bhushan Sharma & Prof. Archana Saxena
ISBN - 9789382249610
BBA UP Unified Syllabus (UP State Universities), Fourth SemesterSyllabus SALES MANAGEMENT Unit-ISales Management – Evolution of Sales Function, Objectives of Sales Management Positions, Functions of Sales Executives, Relation with Other Executives. Unit-IISales Organization and Relationship – Purpose of Sales Organization, Types of Sales Organization Structures, Sales Department External Relations, Distributive Network Relations. Unit-IIISalesmanship – Theories of Personal Selling, Types of Sales Executives, Qualities of Sales Executives, Prospecting, Pre-Approach and Post-Approach, Organizing Display, Showroom and Exhibition. Unit-IVDistribution Network Management – Types of Marketing Channels, Factors Affecting the Choice of Channel, Types of Middleman and their Characteristics, Concept of Physical Distribution System. Unit-VSalesforce Management – Recruitment and Selection, Sales Training, Sales Compensation.
UP2017/BBA/4/06
42 Items
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- EAN13
- 9789382249610
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Dr. Shailendra Bhushan Sharma & Prof. Archana Saxena
ISBN - 9789382249610