SALES AND DISTRIBUTION MANAGEMENT
Price:
Rs600
SALES AND DISTRIBUTION MANAGEMENT SOLVED PAPERS AND GUESS
Product Details: Guru Jambheshwar University of Science & Technology Hisar 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 Guru Jambheshwar University of Science & Technology Hisar book solutions now mehta solutions brings top solutions for Guru Jambheshwar University of Science & Technology Hisar SALES AND DISTRIBUTION MANAGEMENT contains previous year solved papers plus faculty important questions and answers specially for Guru Jambheshwar University of Science & Technology Hisar .questions and answers are specially design specially for Guru Jambheshwar University of Science & Technology Hisar students .
Please note: All products sold on mbabooksindia.com are brand new and 100% genuine
- Case studies solved
- New addition fully solved
- last 5 years solved papers with current year plus guess
FULLY SOLVED BOOK LASY 5 YEARS PAPERS SOLVED PLUS GUESS
SALES AND DISTRIBUTION MANAGEMENT
UNIT-I
Sales Management: Role of Sales Management in Marketing, Nature and Responsibilities of Sales Management, Modern Roles and Required Skills for Sales Managers. Theories of Selling. Sales Planning: Importance, approaches and process of sales planning; Sales forecasting; Sales budgeting. Sales Organization: Purpose, principles and process of setting up a sales organization; Sales organizational structures; Field sales organization; Determining size of sales force.
UNIT-II
Territory Management: Need, procedure for setting up sales territories; Time management; Routing. Sales Quotas: Purpose, types of quotas, administration of sales quotas. Managing the Sales-force: Recruitment, selection, training, compensation, motivating and leading the sales-force; Sales meetings and contests.
UNIT-III
Control Process: Analysis of sales, costs and profitability; Management of sales expenses; Evaluating sales force performance; Ethical issues in sales management.
UNIT-IV
Distribution Channels: Role of Distribution Channels, Number of Channels, Factors Affecting Choice of Distribution Channel, Channel Behavior and Organization, Channel Design Decision; Channel Management Decisions; Distribution Intensity; Partnering Channel Relationship.
