Virtual University

Lecture 81 (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)

Lecture 9 (V-U)

Lecture 82 (V-U)

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

Lecture 90 (V-U)

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

17. Models for Sales (V-U)

Lecture 91 (V-U)

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

18. Selling Process (V-U)

Lecture 92 (V-U)

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

1. Introduction (V-U)

19. Selling Process I (V-U)

Lecture 93 (V-U)

10. The purchase process of services (Cont.) (V-U)

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

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

Lecture 94 (V-U)

11. Zone of tolerance (V-U)

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

20. Selling Process II (V-U)

Lecture 95 (V-U)