Sales Management (V-U)

1. Introduction, Objectives of a Business, Functional Areas (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)

32. Developing the selling function (2. Building Account Relationship) Cont. (V-U)

14. Strategies Used in Introductory Stage of Product Life Cycle, Marketing Plan & Sales Force Strategies (V-U)

33. Developing the selling function (3. Territory Management) (V-U)

15. Sales Force Strategies (2. Account Relationship Strategy conti…) (V-U)

34. Developing the selling function (3. Territory Management – Territory Management Techniques) (V-U)

16. Sales Budgeting in Sales Management (V-U)

35. Developing the selling function (Territory Management Techniques) (V-U)

17. Models for Sales (V-U)

36. Developing the selling function (Territory Management Techniques) Cont. (V-U)

18. Selling Process (V-U)

37. Time Management by a Sales Person (V-U)

19. Selling Process I (V-U)

38. Time Management by a Sales Person I (V-U)

2. Division of Organization into Functional Areas (V-U)

39. Time Management by a Sales Person II (V-U)

20. Selling Process II (V-U)

4. Marketing Mix, Product Life Cycle, Role of Sales Management and Personal Selling (V-U)

21. Selling Process III (V-U)

22. Selling Process IV (V-U)

40. Time Management by a Sales Person III (V-U)