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Sales and Retail Management

Tripti Singh Chowdhury & Mohd. Farook Azam
₹170.00
Tax excluded
BBA, Semester - VIAccording to the Syllabus of‘Rani Channamma University, Belagavi’SALES AND RETAIL MANAGEMENT PART-AModule-1World of Retailing, Retail Management, Introduction, Meaning, Characteristics, Emergence of Organizations of Retailing-Types of Retailers-Multi-Channel Retailing-Customers Buying Behaviour Retailing Environment : Indian perspective : Trends in Retailing-Problems of Indian Retailing Current Scenario.(10hrs) Module-2Merchandise ManagementPlanning Merchandise Assortments-Buying Systems-Buying Merchandise-Pricing – Retail Communication Mix Store Management: Managing the Store Layout, Design, and Visual Merchandising. (10hrs) Module-3Relationship Marketing in RetailingManagement of Relationship, Evaluation of Relationship Marketing, Relationship Marketing in Organized and Unorganized Retail Sector, Retail Research and Retail Audits. (10hrs) PART-BModule-4a) Nature and Scope of Sales Management: Meaning and Scope of Sales Management Objective of Sales Management, Functions of Sales Management.b) Sales Organization: Meaning and Importance of Sales Organization.c) Sales Personnel Planning: Nature of Sales Personnel Planning and its Importance Sales Job Analysis and Job Description. Qualities of a Successful Salesman.d) Training and Development of Sales Personnel: Meaning of Training, Methods of Sales Training. (10hrs) Module-5Compensating Sales Personnela) Requirements of Sound Compensating Plan: Reimbursement of Sales Expenses.b) Sales Incentives: Meaning of Sales Incentives, Types of Incentives, Sales Meeting, Sales Meeting and Conventions, Types of Meeting and Conventions.c) Personal Selling: Importance of Personal Selling, Difference Between Advertising, Personal Selling, and sales Promotion, Objectives of Personal Selling, Personal Selling Strategy. Various Steps in Personel Selling Process.d) Sales Quotas: Meaning of Quotas, Objectives of Sales Quotas, Various Types of Sales Quotas as used by Indian Sales Managers. (10hrs)
RCU2018/BBA/6/5
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