Sales Management

Dr. Shailendra Bhushan Sharma & Prof. Archana Saxena

ISBN - 9789382249610

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BBA UP Unified Syllabus (UP State Universities), Fourth Semester
Syllabus
 
SALES MANAGEMENT
 
Unit-I
Sales Management – Evolution of Sales Function, Objectives of Sales Management Positions, Functions of Sales Executives, Relation with Other Executives.
 
Unit-II
Sales Organization and Relationship – Purpose of Sales Organization, Types of Sales Organization Structures, Sales Department External Relations, Distributive Network Relations.
 
Unit-III
Salesmanship – Theories of Personal Selling, Types of Sales Executives, Qualities of Sales Executives, Prospecting, Pre-Approach and Post-Approach, Organizing Display, Showroom and Exhibition.
 
Unit-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.
 
Unit-V
Salesforce Management – Recruitment and Selection, Sales Training, Sales Compensation.
UP2017/BBA/4/06
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