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CCSU BBA (404) – Sales Management

Sales Management
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Sales Management

1 – Unit of Sales Management

 UNIT 1 Sales Management: {Book} 
1Evolution of Sales functionVIEW
2Objectives of Sales Management PositionsVIEW
3Functions of Sales executivesVIEW
4Sales executives Relation with other executivesVIEW

2 – Unit of Sales Management

 UNIT 2 {Book} 
1Sales Organisation and RelationshipVIEW
2Purpose of Sales organizationVIEW
3Types of Sales Organization StructuresVIEW
4Sales Department External RelationsVIEW
5Distributive Network RelationsVIEW

3 – Unit

 UNIT 3 Salesmanship: {Book} 
1Theories of Personal SellingVIEW
2Types of Sales executivesVIEW
3Qualities of sales executivesVIEW
4Prospecting, pre-approach and post-approachVIEW
5Organizing Display, Showroom & ExhibitionVIEW

4 – Unit

 UNIT 4 Distribution network Management {Book} 
1Types of Marketing ChannelsVIEW
2Factors affecting the choice of channelVIEW
3Types of Middleman and their CharacteristicsVIEW
4Concept of physical distribution system SalesVIEW

5 – Unit

 UNIT 5 Force Management {Book} 
1Recruitment and SelectionVIEW
2Sales TrainingVIEW
3Sales CompensationVIEW

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