Page 5 - DMGT205_SALES_MANAGEMENT

CONTENT

Unit 1: Introduction to Sales Management 1
Ashwani Panesar, Lovely Professional University

Unit 2: Personal Selling 15
Ashwani Panesar, Lovely Professional University

Unit 3: Process of Personal Selling 30
Ashwani Panesar, Lovely Professional University

Unit 4: Sales Strategy Formulation 44
Ashwani Panesar, Lovely Professional University

Unit 5: Sales Organisation 58
Hitesh Jhanji, Lovely Professional University

Unit 6: Recruitment of Sales Personnel 77
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Unit 7: Selection and Placement of Sales Personnel 89
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Unit 8: Training of Sales Personnel 102
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Unit 9: Motivating and Compensating Sales Personal 115
Hitesh Jhanji, Lovely Professional University

Unit 10: Managing Sales Personnel 143
Pavitar Parkash Singh, Lovely Professional University

Unit 11: Controlling the Sales Effort 160
Pavitar Parkash Singh, Lovely Professional University

Unit 12: Customer Relationship Management 185
Pavitar Parkash Singh, Lovely Professional University

Unit 13: Sales Personnel Performance 197
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Unit 14: International Sales Management 210
Pavitar Parkash Singh, Lovely Professional University