Mehta Solutions SALES MANAGEMENT Alagappa  university mba SALES MANAGEMENT SOLVED PAPERS AND GUESS.. Product #: 7MBA3EF Regular price: Rs500 Rs500

SALES MANAGEMENT

Product Code: 7MBA3EF
Weight: 0.00kg

Price: Rs500

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Alagappa university mba SALES MANAGEMENT SOLVED PAPERS AND GUESS

 

Product Details: Alagappa university mba SALES MANAGEMENT SOLVED PAPERS AND GUESS

Pub. DateNEW EDITION APPLICABLE FOR Current EXAM

PublisherMEHTA SOLUTIONS

Edition Description: 2021-22

RATING OF BOOK: EXCELLENT

  

ABOUT THE BOOK

FROM THE PUBLISHER

  If you find yourself getting fed up and frustrated with other Alagappa University book solutions now mehta solutions brings top solutions for Alagappa university  SOLVED PAPERS AND GUESS book contains previous year solved papers plus faculty important questions and answers specially for Alagappa University .questions and answers are specially design specially for Alagappa University students .

  Please note: All products sold on mbabooksindia.com  are brand new and 100% genuine

 

 

  •  Case studies solved 
  •  New addition fully solved
  •  last 5 years solved papers with current year plus guess

 

 PH: 07011511310 , 09899296811 FOR ANY problem

 

FULLY SOLVED BOOK LASY 5 YEARS PAPERS SOLVED PLUS GUESS

 

 

II YEAR – III SEMESTER

COURSE CODE: 7MBA3EF

 

ELECTIVE COURSE – MARKETING-SALES MANAGEMENT

 

Unit I

Selling and Marketing concept – theories of selling – New business Vs. serving business –Consumer goods selling – Industrial selling – International selling – Retail selling – Classification of sales people – Characteristics of sales people – personal selling; Objectives, Policies, Strategies under competitive settings – Evaluation of personal selling Vis-à-vis other components of promotional mix.

 

Unit II

Selling process: Prospecting: Steps – Preapproach: Objectives, Sources – The Approach: Objectives, methods – The Presentation: strategies, developing, situational selling and showmanship – Handling objections: Attitude, Strategy, Methods, Types of Objections, Specific situations – Closing: tactics, methods – follow up.

 

Unit III

Sales Organisation: Types, sales potential – Determining the sales force profile – product market analysis – Determining the sales force size – Territory management: Accounts and sales potential, salesperson workload – designing territories, reasons and procedures and assigning to sales persons – routing – time management.

 

Unit IV

Sales force management: Recruitment and selection: Job analysis, manpower planning, job specification and Job description, sources of Sales recruits, problems in screening and selecting the application – Sales targets: Quantitative & Qualitative methods. Training: Planning sales force training methods, content, execution, training the dealer salespersons and evaluating the training programmes – Leadership and supervision.

 

Unit V

Compensation: Objectives, remuneration methods, incentives – Motivating the sales force – Sales meetings and Sales contests. Evaluation and Control: Performance Appraisal – Sales budget – Sales Quotes – Systems approach – Sales Management audit – Behaviourally anchored rating scale – ROI – Sales analysis: sales related, cost related, activity related – Determinants of sales person performance.

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