- Selling and Sales Management, Challenges in the Market, Sales Managers Job, etc
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- Marketing and Sales Evolution, Sales Environment; Customer, Competition, Economics, Legal, Demography, etc
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- Personal Selling, Relationship Selling, Seven Steps of Selling, etc
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- Sales Leadership and Management, Activities of Sales Managers, Roles, Responsibilities, Skills, Authority, etc
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- Organizational Buying and Purchasing, Difference b/w Individual and Organizational Buying, Buying Process, Negotiation Skills, etc
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- Organizational Buying and Purchasing, Difference b/w Individual and Organizational Buying, Buying Process, Negotiation Skills, etc
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- Sales Organization, Sales Force Types and Structures, Independent Sales Agents, etc
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- Sales Organization, Sales Force Types and Structures, Independent Sales Agents, etc
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- Recruitment and Selection, Importance, Planning, Assessing, Recruiting, etc
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- Training, Needs Assessment, Setting Objectives, Training topics, Formalized Program, etc
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- Compensation, Reward System Management, Financial Rewards, Non-Financial Rewards, Other considerations, Relationship b/w Motivation and Compensation.
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- I Evaluation, Criteria for Performance Measurement, Performance Appraisal, Comparing Actual with Standard, Evaluating Teams, etc
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- Motivating the Sales Team, Models of Motivation Process, Job-Related Factors, Individual Related Factors, Motivational Theory, etc
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- Conclusion Session
- Terminal Exam (to be announced by the University)
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