Chaudhary Charan Singh University (C.C.S.U)
BBA-404 Sales and Distribution Management
| Unit 1 (book) | |
|---|---|
| Sales Management, Evolution | |
| Objectives of Sales Management Positions | |
| Functions of Sales executives | |
| Sales executives Relation with other executives |
| Unit 2 (book) | |
|---|---|
| Sales Organisation and Relationship | |
| Purpose of Sales organization | |
| Types of Sales Organization Structures | |
| Sales Department External Relations | |
| Sales Department Distributive Network Relations |
| Unit 3 (book) | |
|---|---|
| Salesmanship | |
| Theories of Personal Selling | |
| Types of Sales executives | |
| Qualities of Sales executives | |
| Sales Prospecting, Pre-approach and Post-approach | |
| Organizing Display, Showroom and Exhibition |
| Unit 4 (book) | |
|---|---|
| Distribution Network Management | |
| Types of Marketing Channels | |
| Factors affecting the choice of Distribution Channel | |
| Types of Middleman and their Characteristics | |
| Concept of Physical Distribution System |
| Unit 5 (book) | |
|---|---|
| Sales Force Management | |
| Recruitment and Selection | |
| Sales Training | |
| Sales Compensation | |
| Sales force Leadership | |
| Sales force Controlling and Motivation |