MS-62 Sales Management

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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)