Meaning, Evaluation, Importance, Personal Selling, Emerging Trends inSales Management, elementary study of sales organizations, qualities and responsibilities of sales manager.Types of sales organisations.
Selling and Business Styles, selling skills, situations, selling process, salespresentation, Handling customer objections, Follow-up-action.
Sales territory, meaning, size, designing, sales quota,procedure for sales quota. Types of sales quota, Methods of setting sales Quota.Recruitment and selection of sales force, Training of sales force.
Nature of motivation, Importance, Process and factors in themotivation, Compensation- Meaning, Types compensation plans and evaluation of sales force by performance and appraisal process.
Introduction, meaning, Characteristics, Retail industry India, role of retailing Trends inRetailing, Emergence of organisations of retailing, Retail Location and Layout plan, careers in Retailing.
Introduction to Market segment, Criteria for effective segmentation, Dimensionsof segmentation, customer profiles.
Retailing Channels: Products and merchandise management, structure, nature and channel, criteria forselection of suppliers.Channel choice, product movement, Merchandising plans, Store management,Retail Pricing: Factors and pricing, Retail pricing strategies, Retail promotion strategies, Retail sales promotion, publicity.
Relationship Marketing in Retailing: Management of Relationship, Evaluation of Relationship Marketing,Relationship, Marketing Strategies, Retail Research and Retail Audits (6 Hours)Case studies in Indian context only (5 Hours)