Virtual University

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

12. Consumer expectations (V-U)

21. Selling Process III (V-U)

Lecture 96 (V-U)

22. Selling Process IV (V-U)

13. Satisfaction and quality (V-U)

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

Lecture 97 (V-U)

23. Selling Process V (V-U)

5. Sales Management Process, Strategic Management Planning (V-U)

14. Dimensions of quality (V-U)

Lecture 98 (V-U)

6. Sales Management Process cont.., (Mission, Goals, Strategies) (V-U)

24. Selling Process VI (V-U)

15. Quality dimensions and the themes (V-U)

Lecture 99 (V-U)

7. Business Strategies (1. Potters Generic Business Strategies, 2. Miles and Snow’s Strategies) (V-U)

25. Selling Process VII (V-U)

16. Objectives of research (V-U)

8. Business Strategies cont.., (3. Growth strategies and Relevant Sales Strategies) (V-U)

26. Selling Process & Buying process (A. Consumer Buyer) (V-U)

17. Criteria for effective research (V-U)

9. Strategic Marketing Planning cont.. (2. Market Segmentation & 3. Targeting) (V-U)

32. Values & value system (V-U)

27. Buying process (A. Consumer Buyer) (V-U)