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Beskrivelse
MS-62 Sales Management
Topic Covered
BLOCK-1 SALES MANAGEMENT FUNCTIONS
Unit-1 Introduction to Sales Management
Unit-2 Personal Selling
Unit-3 Sales Process
Unit-4 Computer Systems and Applications in Sales Management
BLOCK-2 SELLING SKILLS
Unit-5 Communication Skills
Unit-6 Sales Presentation
Unit-7 Negotiation Skills
Unit-8 Retail Communication Sales Displays
BLOCK-3 SALES FORCE MANAGEMENT
Unit-9 Job Analysis, Recruitment and Selection
Unit-10 Training The Sales Force
Unit-11 Compensation and Motivation of Sales Force
Unit-12 Monitoring and Performance Evaluation
BLOCK-4 PLANNING AND CONTROL OF THE
SALES EFFORT
Unit-13 Sales Planning
Unit-14 Sales Organisation
Unit-15 Sales Forecasting and Sales Quotas
Unit-16 Sales Budgeting and Control
BLOCK-5 CASE STUDIES
Total-4- Solved-0, Unsolved-4
June (2020,2021)
December (2020,2021)
