FULLY SOLVED BOOK LASY 5 YEARS PAPERS SOLVED PLUS GUESS
SECTION-A
| Module |
Course Description |
Hrs. |
| I |
Introduction: Sales Management, Process, Role of Sales Manager, Qualities of a Successful Salesman. |
5 Hrs. |
| II |
Concept of Personal Selling: Sales Management and Salesmanship, Process of Personal Selling. Buyer Seller Dyad. |
5 Hrs. |
| III |
Goals in Sales Management: Goal Setting Process in Sales Management, Analyzing Market Demand and Sales Potential, Preparation of Sales Budget, Formulating Selling Strategies, Designing Sales Territories and Sales Quota. |
5 Hrs. |
| IV |
Sales Force Management-I: Designing the Structure and Size of Sales Force, Recruitment and Selection of Sales Force. |
6 Hrs. |
| V |
Sales Force Management-II: Leading and Motivating the Sales Force, Training and Compensating the Sales Force, Evaluating the sales force performance. |
6 Hrs. |
| VI |
Introduction to Distribution Management: Concept of Distribution Channel, Importance of Channel, Types of Channels. |
6 Hrs. |
| VII |
Distribution Channel Management: Channel Design and Planning, Managing Marketing Channels, Evaluation of Channel Performance. |
4 Hrs. |
| VIII |
Physical Distribution Management: Components of Physical Distribution – Transportation, Warehousing and Inventory Control System, IT and Logistics Management. |
