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IGNOU MMPM-02 Help Book Sales Management in English – MBAMM Marketing Management Latest Edition Guide and Study Material.

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Block 1 – Introduction to Sales Management
Sale Management: Role, Nature and Ethics
Diversity of Selling Situations
Theories of Selling and Selling Process

Block 2 – Selling Skills
Communication Skills
Negotiation Skills
Merchandising and Managing Sales Displays

Block 3 – Managing the Sales Force
Recruitment, Selection and Training of the Sales Force
Compensation Management
Sales Leadership: Motivation, Coaching and Counseling
Evaluation of Sales Force and Monitoring

Block 4 – Sales Planning and Control
Sales Planning, Forecasing and Budgeting
Territory Management and Sales Quotas
Sales Organisation
Sales Control, Analysis and Sales Audit

Weight 248 g
Dimensions 21 × 15 × 1 cm

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