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IGNOU: M.S. - 61 Consumer Bhaviour

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IGNOU : MS- 62 Sales Management

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Product Code: MS-62
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IGNOU : MS- 62 Sales Management

SALES  MANAGEMENT
 
SALES MANAGEMENT : BASIC FUNCTIONS
  • INTRODUCTION TO SALES MANAGEMENT
  • PERSONAL SELLING
  • SALES PROCESS
  • COMPUTER SYSTEMS AND APPLICATIONS IN SALES MANAGEMENT
SELLING SKILLS
  • COMMUNICATION SKILLS
  • SALES PRESENTATION
  • NEGOTIATION SKILLS
  • RETAIL COMMUNICATION: SALES DISPLAYS
SALES FORCE MANAGEMENT
  • JOB ANALYSIS, RECRUITMENT AND SELECTION
  • TRAINING THE SALES FORCE 
  • COMPENSATION AND MOTIVATION OF SALESFORCES
  • MONITORING AND PERFORMANCE EVALUATION 
PLANNING AND CONTROL OF THE SALES EFFORT
  • SALES PLANNING
  • SALES ORGANISATION 
  • SALES FORECASTING AND SALES QUOTAS 
  • SALES BUDGETING AND CONTROL
CASE STUDIES
  • CASE–1 PURIPENS: SELECTING THE COMMUNICATION MIX
  • CASE–2 DEVOX (INDIA) LIMITED:  A LESS EXPENSIVE BUT COMPLAINING CUSTOMER
  • CASE–3 NATIONAL ELECTRICAL ENGINEERS LIMITED:  SALES CONTEST FOR SALES STAFF MOTIVATION
  • CASE–4 THE GENUINE CHARCOAL FILTER:  SALES MONITORING AND CONTROL SYSTEM
  • CASE–5 ASIA PACIFIC ELECTRICALS LTD.:  TERRITORY PLANNING AND MANAGEMENT
  • CASE–6 RQL LIMITED: BUDGETING AND COST CONTROL SYSTEMS

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