MS-62 : SALES MANAGEMENT |
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BLOCK |
UNIT NOs. |
UNIT TITLE |
AUDIO TAPE |
VIDEO TAPE |
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I |
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SALES MANAGEMENT FUNCTIONS |
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1
2
3
4 |
Introduction to Sales Management
Personal Selling
Sales Process
Computer Applications in
Sales Management |
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Personal Selling
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II |
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SELLING SKILLS |
5
6
7
8 |
Communication Skills
Sales Presentation
Negotiation Skills
Retail Communication : Sales Displays |
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Sales Displays
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III |
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SALES FORCE MANAGEMENT |
9
10
11
12 |
Job Analysis, Recruitment and Selection
Training the Sales Force
Compensation and Motivation of Sales Force
Monitoring and Performance Evaluation |
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IV |
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PLANNING AND CONTROL OF THE SALES EFFORT |
13
14
15
16 |
Sales Planning
Sales Organisation
Sales Forecasting and Sales Quotas
Sales Budgeting and Control |
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