Alagappa university mba SALES MANAGEMENT SOLVED PAPERS AND GUESS
Product Details: Alagappa university mba SALES MANAGEMENT SOLVED PAPERS AND GUESS
Pub. Date: NEW EDITION APPLICABLE FOR Current EXAM
Publisher: MEHTA SOLUTIONS
Edition Description: 2021-22
RATING OF BOOK: EXCELLENT
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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 .
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- Case studies solved
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FULLY SOLVED BOOK LASY 5 YEARS PAPERS SOLVED PLUS GUESS
II YEAR – III SEMESTER
COURSE CODE: 7MBA3EF
ELECTIVE COURSE – MARKETING-SALES MANAGEMENT
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.
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.
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.
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.
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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