1. AN ONLINE COUNSELLING
ON
MMPM 002 (Sales Management)
Dr. PANKAJ KUMAR
BHARTI
ASSISTANT PROFESSOR
MEERUT COLLEGE,
IGNOU LSC 2728
MBA/MPR PROGRAMME
2. MMPM 002 (Sales Management-Syllabus)
Block-1: INTRODUCTION TO SALES MANAGEMENT
Unit 1: Sale Management : Role, Nature and Ethics
Unit 2: Diversity of Selling Situations
Unit 3: Theories of Selling and Selling Process
Block-2: SELLING SKILLS
Unit 4: Communication Skills
Unit 5: Negotiation Skills
Unit 6: Merchandising and Managing Sales Displays
3. Block-3: MANAGING THE SALES FORCE
Unit 7: Recruitment, Selection and Training of the Sales Force
Unit 8: Compensation Management
Unit 9: Sales Leadership: Motivation, Coaching and Counselling
Unit 10: Evaluation of Sales Force and Monitoring
Block-4: SALES PLANNING AND CONTROL
Unit 11: Sales Planning, Forecasting and Budgeting
Unit 12: Territory Management and Sales Quotas
Unit 13: Sales Organization
Unit 14: Sales Control, Analysis and Sales Audit
