Sales and Distribution Management MBA Fourth semester Fourth sem 4rth semester 4rth sem
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  • Sales and Distribution Management MBA Fourth semester Fourth sem 4rth semester 4rth sem
  • Sales and Distribution Management MBA Fourth semester Fourth sem 4rth semester 4rth sem

Sales and Distribution Management

₹170.00
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Dr. atul Loomba & Anamika Rawat

ISBN - 9789382249214

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MBA, Semester - IV
According 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
95 Items

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9789382249214
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