CCSU BBA (404) – Sales Management

Sales Management Hope you will Found these Notes Helpful

1 – Unit of Sales Management

	UNIT 1 Sales Management: {Book}
1	Evolution of Sales function	VIEW
2	Objectives of Sales Management Positions	VIEW
3	Functions of Sales executives	VIEW
4	Sales executives Relation with other executives	VIEW

2 – Unit of Sales Management

	UNIT 2 {Book}
1	Sales Organisation and Relationship	VIEW
2	Purpose of Sales organization	VIEW
3	Types of Sales Organization Structures	VIEW
4	Sales Department External Relations	VIEW
5	Distributive Network Relations	VIEW

3 – Unit

	UNIT 3 Salesmanship: {Book}
1	Theories of Personal Selling	VIEW
2	Types of Sales executives	VIEW
3	Qualities of sales executives	VIEW
4	Prospecting, pre-approach and post-approach	VIEW
5	Organizing Display, Showroom & Exhibition	VIEW

4 – Unit

	UNIT 4 Distribution network Management {Book}
1	Types of Marketing Channels	VIEW
2	Factors affecting the choice of channel	VIEW
3	Types of Middleman and their Characteristics	VIEW
4	Concept of physical distribution system Sales	VIEW

5 – Unit

	UNIT 5 Force Management {Book}
1	Recruitment and Selection	VIEW
2	Sales Training	VIEW
3	Sales Compensation	VIEW

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