Sales Management For B.Com. Sem.-5 (Chattisgarh University) According to NEP-2020

Contents:

Unit–I

1. Meaning, Importance and Scope of Sales Management 2. Qualities and Responsibilities of a Sales Manager 3. Sales Organization : Types of Sales Organizations and Standard Sales Management Process 4. International Sales Management and Personal Selling : Objectives, Process, Advantages and Disadvantages

Unit–II

5. Selling and Business Styles 6. Selling Skills and Situations 7. Selling Process and Sales Presentation 8. Handling Customer Objections and Follow-Up Action 

Unit–III

9. Sales Budget : Approaches, Techniques and The Budgeting Process 10. Methods of Sales Budgeting : Purpose, Nature and Methods of Sales Control 11. The Sales Control System and Management of Sales Territory 

Unit–IV

12. Sales Quota : Procedure, Types and Methods of Setting Quota 13. Recruitment and Selection of Sales Force and Training of Sales Force 14. Sales Force Motivation : Nature, Importance, Process and Factors 15. Compensation : Meaning, Types of Compensation Plans and Evaluation of Sales Force By Performance and Appraisal Process.

Author's: The author of this book is Dr. N. Mishra.