Meaning, Personal Selling, the salesmanagement process Emerging Trends in Sales Management, Qualities andResponsibilities of a sales manager. Selling skills & selling strategies:selling and buying styles, selling situations, selling skills, selling process
Meaning, Factors influencing structure, organisationalprinciple and design key account sales, sales process automation, emergingorganisational designs Management of Sales Territory & Sales Quota:Sales territory, meaning, size, designing, sales quota, procedure for settingsales quota ,Types of sales quota, Methods of setting sales Quota.
Hiring process, sources, selectionprocess. Training: - process, types of training and training methods,designing a sales training programme,
Sales force motivation: Nature of motivation, Importance, Process andfactors in the motivation, Compensation: - Meaning, Types compensationplans and evaluation: - of sales force by performance and appraisal process. (6 Hours)Case Studies on Sales Management (2 Hours)
Meaning, Nature, Classification, Growing Importance ofRetailing, Factors Influencing Retailing, Functions of Retailing, and Retail asa career. Developing and applying Retail Strategy, Strategic Retail PlanningProcess, Retail Organization, The changing Structure of retailing,Classification of Retail Units, Types of Retail Formats
Setting up Retail organization: Size and space allocation, location strategy,factors Affecting the location of Retail, Retail location Research andTechniques, Objectives of Good store Design.Store Layout and Space planning: Types of Layouts, role of VisualMerchandiser, Visual Merchandising Techniques, Controlling Costs andReducing Inventories Loss, Exteriors, Interiors.Store Management: Responsibilities of Store Manager, Store Security,Parking Space Problem at Retail Centers, Store Record and AccountingSystem, Coding System, Material Handling in Stores, Management ofmodern retails stores.
Traditional Retailing, OrganizedRetailing in India, Retailing in rural India, Retail Environment in India, FDIin retailing, Role of IT in retailing, Emerging trends in organized retailing
Retail Pricing: Factors influencing retail pricing, Retail pricing strategies,Retail promotion strategiesRelationship Marketing in Retailing: Management & Evaluation ofRelationships in Retailing, Retail Research in Retailing: Importance ofResearch in Retailing, Trends in Retail Research, Areas of Retail Research.Customer Audits, Brand Management in retailing (6Hours)Case Studies (2Hours)