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M.S. - 62-Sales Management-ENG-NEERAJ

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M.S. - 62-Sales Management-ENG-NEERAJ

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SALES MANAGEMENT SALES MANAGEMENT : BASIC FUNCTIONS INTRODUCTION TO SALES MANAGEMENT PERSONAL SELLING SALES PROCESS COMPUTER SYSTEMS AND APPLICATIONS IN SALES MANAGEMENT SELLING SKILLS COMMUNICATION SKILLS SALES PRESENTATION NEGOTIATION SKILLS RETAIL COMMUNICATION: SALES DISPLAYS SALES FORCE MANAGEMENT JOB ANALYSIS, RECRUITMENT AND SELECTION TRAINING THE SALES FORCE COMPENSATION AND MOTIVATION OF SALESFORCES MONITORING AND PERFORMANCE EVALUATION PLANNING AND CONTROL OF THE SALES EFFORT SALES PLANNING SALES ORGANISATION SALES FORECASTING AND SALES QUOTAS SALES BUDGETING AND CONTROL CASE STUDIES CASE–1 PURIPENS: SELECTING THE COMMUNICATION MIX CASE–2 DEVOX (INDIA) LIMITED: A LESS EXPENSIVE BUT COMPLAINING CUSTOMER CASE–3 NATIONAL ELECTRICAL ENGINEERS LIMITED: SALES CONTEST FOR SALES STAFF MOTIVATION CASE–4 THE GENUINE CHARCOAL FILTER: SALES MONITORING AND CONTROL SYSTEM CASE–5 ASIA PACIFIC ELECTRICALS LTD.: TERRITORY PLANNING AND MANAGEMENT CASE–6 RQL LIMITED: BUDGETING AND COST CONTROL SYSTEMS
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