Sales Management (V-U)

• 1. Introduction, Objectives of a Business, Functional Areas (V-U)
• 2. Division of Organization into Functional Areas (V-U)
• 3. Selling and Marketing Concept, Organization structure in Marketing Concept (V-U)
• 4. Marketing Mix, Product Life Cycle, Role of Sales Management and Personal Selling (V-U)
• 5. Sales Management Process, Strategic Management Planning (V-U)
• 6. Sales Management Process cont.., (Mission, Goals, Strategies) (V-U)
• 7. Business Strategies (1. Potters Generic Business Strategies, 2. Miles and Snow’s Strategies) (V-U)
• 8. Business Strategies cont.., (3. Growth strategies and Relevant Sales Strategies) (V-U)
• 9. Strategic Marketing Planning cont.. (2. Market Segmentation & 3. Targeting) (V-U)
• 10. Strategic Marketing Planning cont.. (2. Market Segmentation: Segmentation of Consumer Markets) (V-U)
• 11. Strategic Marketing Planning cont.. (2. Market Segmentation: Segmentation of Business Markets) (V-U)
• 12. Strategic Marketing Planning cont.. (3. Target Market) (4. Positioning) (V-U)
• 13. Strategic Marketing Planning cont.. (5. Marketing and Sales Strategy During Different Stages of Product Life Strategy) (V-U)
• 14. Strategies Used in Introductory Stage of Product Life Cycle, Marketing Plan & Sales Force Strategies (V-U)
• 16. Sales Budgeting in Sales Management (V-U)
• 17. Models for Sales (V-U)
• 18. Selling Process (V-U)
• 19. Selling Process I (V-U)
• 20. Selling Process II (V-U)
• 21. Selling Process III (V-U)
• 22. Selling Process IV (V-U)
• 23. Selling Process V (V-U)
• 24. Selling Process VI (V-U)
• 25. Selling Process VII (V-U)
• 26. Selling Process & Buying process (A. Consumer Buyer) (V-U)