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SALES MANAGEMENT pdf class notes and ebook for management students
Pankaj Yadav

SALES MANAGEMENT pdf class notes and ebook for management students

Pankaj Yadav | 26-Jan-2016 |
Introduction to Sales Management , Sales Forecasting , Organization and Management of Sales Force , Controlling the Sales Effort , Channels of Distribution and Strategy , Channel Design , PHYSICAL DISTRIBUTION ,

Hi friends, here Pankaj Yadav uploaded notes for SALES MANAGEMENT with title SALES MANAGEMENT pdf class notes and ebook for management students. You can download this lecture notes, ebook by clicking on the below file name or icon.

An Introduction to Sales Management
Objectives and Scope of Personal Selling, Buyer Seller Dyad and Personal Selling Situation,
Theories of Personal Selling, Personal Selling Process, Mistakes in Sales
Sales Forecasting
Prospecting, Sales Resistance, Closing Sales, Types of Personal- Selling Objectives, Analyzing
Market Potential, Sales Forecasting Methods: Qualitative Methods, Quantitative Methods
Organization and Management of Sales Force
Functions of Salesperson, Qualities of Effective Sales Executive, Purpose of Sales Organization,
Setting up a Sales Organization, Types of Sales Organization Structure, Centralization Versus
Decentralization in Sales Force Management
Controlling the Sales Effort
Purpose of Sales Budget, Objective in Using Quotas, Procedure of Setting Quota, Limitations of
Quota System, Concept of Sales Territory, Need for Establishment and Revision, of Sales
Territory, Assignment of Sales Personnel to Territories, Importance of Customer Feedback By
Sales Personnel
Channels of Distribution and Strategy
Marketing Channel, Types of Intermediaries, Contemporary Channel Scenario in India,
Objective of Marketing Intermediaries, Function of Marketing Channel
Channel Design
Steps in Channel Design, Selection of Appropriate Channel, Channel Management, Channel
Physical Distribution
Physical Distribution concepts and objective, Components of Physical Distribution,
Transportation, Warehousing, Impact of IT on Physical Distribution, Implication of Supply chain
Management in Physical Distribution


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paul thangwa

paul thangwa

i cant download any notes.... it keeps telling me to share it on social media