Sales and Retail Management

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Tripti Singh Chowdhury & Mohd. Farook Azam

BBA, Semester - VI
According to the Syllabus of
‘Rani Channamma University, Belagavi’
SALES AND RETAIL MANAGEMENT
 
PART-A
Module-1
World 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-2
Merchandise Management
Planning Merchandise Assortments-Buying Systems-Buying Merchandise-Pricing – Retail Communication Mix Store Management: Managing the Store Layout, Design, and Visual Merchandising.                (10hrs)
 
Module-3
Relationship Marketing in Retailing
Management of Relationship, Evaluation of Relationship Marketing, Relationship Marketing in Organized and Unorganized Retail Sector, Retail Research and Retail Audits.                                                                    (10hrs)
 
PART-B
Module-4
a)       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-5
Compensating Sales Personnel
a)       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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