Tuesday , 25 July 2017
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MBA-3105

MBA-3105 : SALES AND DISTRIBUTION MANAGEMENT – Syllabus

Maximum Marks: 100 Semester Examination: 70 Internal Assessment: 30 Contents: UNIT–I: Nature and Scope of Sales Management; Objectives and functions of Sales management; Prospecting for customers; Modes of sales presentation, Designing and delivering of sales presentation; Recruiting and selecting Sales Personnel – Methods and administering selection procedures; UNIT–II: Developing Sales Training Programmes, Executing and Evaluating sales training programmes; Motivating Sales Personnel; Compensating sales …

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