SALES AND DISTRIBUTION MANAGEMENT
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SALES AND DISTRIBUTION MANAGEMENT SOLVED PAPERS AND GUESS
Product Details: GITAM University SALES AND DISTRIBUTION MANAGEMENT
Format: BOOK
Pub. Date: NEW EDITION APPLICABLE FOR Current EXAM
Publisher: MEHTA 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 GITAM University book solutions now mehta solutions brings top solutions for GITAM University SALES AND DISTRIBUTION MANAGEMENT contains previous year solved papers plus faculty important questions and answers specially for GITAM University .questions and answers are specially design specially for GITAM University students .
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FULLY SOLVED BOOK LASY 5 YEARS PAPERS SOLVED PLUS GUESS
SALES AND DISTRIBUTION MANAGEMENT
UNIT-I: Introduction to Sales Management - Evolution of Sales Management, importance of Sales Management, types of Selling, difference between Selling and Marketing, Modern Day Sales Activities, Selling Skills, Selling Strategies, Selling
Process.
UNIT-II: Sales Planning and Budgeting: Sales planning process, sales forecasting methods, sales budgeting process, methods used for deciding sales budget, types of quotas and quota setting procedure, reasons for establishing or revising sales territories, routing and scheduling sales persons, market cost analysis.
UNIT-III: Sales Force Management: Recruitment and selection of the sales force, training the sales force, sales force motivation, sales force compensation, sales force control and evaluation.
UNIT-IV: Introduction to Distribution Management -Definition, need for Distribution Channels, designing the Marketing Channels, Motivating and Evaluating Channel Members, Capturing the Customer requirements
UNIT-V: Managing Distribution Channels - Managing Channel Information Systems,reasons for Channel Conflicts, Managing Conflict, Managing, Ethical issues in Sales and Distribution Management
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