Sales Management – BBA (303)

Lecture No. Description Lecture By
Lecture 1 Introduction to Sales Management, Objectives of Sales Management Lecture by Shilpa Bhandari,    Lecture by ,    Lecture by ,    Lecture by
Lecture 2 Objectives of Sales Management, Roles of Sales Manager, Skills of Sales Manager, Scope of Sales Management, Sales Strategies, Strategy Formulation, Lecture by Shilpa Bhandari,    Lecture by ,    Lecture by ,    Lecture by
Lecture 3 Evolution of Sales Management Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 4 Sales Management – Function of Sales manager Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 5 Role, skills & quality of Sales Manager Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 6 Relation of sales manager with Top management Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 7 Sales organization – meaning, scope & importance Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 8 Sales organization – Structure Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 9 Sales objective Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 10 Sales Strategies Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 11 Emerging trends of Sales Management Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 12 Introduction, Importance & Objectives of Personal Selling Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 13 Personal Selling Process-1 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 14 Personal Selling Process-2 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 15 Theories of Selling-1 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 16 Theories of Selling-2 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 17 SPIN Model Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 18 Types of Selling Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 19 Transactional and Relationship Selling Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 20 Sales Forecasting Methods-1 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 21 Sales Forecasting Methods-2 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 22 Sales Force Recruitment and Selection Process-1 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 23 Sales Force Recruitment and Selection Process-2 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 24 Sales Force Recruitment and Selection Process-3 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 25 Sales Force Recruitment and Selection Process-4 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 26 Design of sales force-1 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 27 Design of sales force-2 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 28 Execution and Evaluation of Sales Force Training-1 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 29 Execution and Evaluation of Sales Force Training-2 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 30 Execution and Evaluation of Sales Force Training-3 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 31 Motivation and Compensation of Sales Personnel-1 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 32 Motivation and Compensation of Sales Personnel-2 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 33 Design and Management of Sales Territories and Quotas-1 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 34 Design and Management of Sales Territories and Quotas-2 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by
Lecture 35 Design and Management of Sales Territories and Quotas-3 Lecture by ,    Lecture by ,    Lecture by ,    Lecture by