by | Unit 1 | |
| Nature and Scope of Sales Management | VIEW |
| Prospecting for Customers of Sales Management | VIEW |
| Modes of Sales Presentation | VIEW |
| Recruiting and Selecting Sales Personnel | VIEW |
| Sales Meetings | VIEW |
| Unit 2 | |
| Sales Force Management | VIEW |
| Developing Sales Training Programmes | VIEW |
| Motivating Sales Personnel | VIEW |
| Designing Sales Personnel Compensation Plans | VIEW |
| Evaluation Sales Programmes | VIEW |
| Unit 3 | |
| Objective and Types of Sales Quotas, Sales Quota Setting Procedure | VIEW |
| Designing Sales Territories | VIEW |
| Marketing Channels, Structure | VIEW |
| Functions and Relationships of Channels of Distribution | VIEW |
| Non-Store Retailing | VIEW |
| Rural Distribution | VIEW |
| Unit 4 | |
| Definition and Scope of Logistics, Components | VIEW |
| Inventory Management Decisions | VIEW |
| Concept and Scope of Supply Chain Management | VIEW |
| Unit 5 | |
| Information System on Channel Management | VIEW |
| Assessing Performance of Marketing Channels | VIEW |
| International Marketing Channels | VIEW |
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