IGNOU MS-62
- Sales Management,
Latest Help Book Edition

MS-62 English Topics Covered

Block 1 - Sales Management Functions

• Unit 1 - Introduction to Sales Management
• Unit 2 - Personal Selling
• Unit 3 - Sales Process
• Unit 4 - Computer Systems and Applications in Sales Management

Block 2 - Selling Skills

• Unit 1 - Communication Skills
• Unit 2 - Sales Presentation
• Unit 3 - Negotiation Skills
• Unit 4 - Retail Communication Sales Displays

Block 3 - Sales Force Management

• Unit 1 - Job Analysis, Recruitment and Selection
• Unit 2 - Training the Sales Force
• Unit 3 - Compensation and Motivation of Sales Force
• Unit 4 - Monitoring and Performance Evaluation

Block 4 - Planning and Control of the Sales Effort

• Unit 1 - Sales Planning
• Unit 2 - Sales Organisation
• Unit 3 - Sales Forecasting and Sales Quotas
• Unit 4 - Sales Budgeting and Control

Block 5 - Case Studies

• Unit 1 - Case-1 Puripen: Selecting the Communication Mix
• Unit 2 - Case-2 Devox (India) Limited: A Less Expensive But Complaining Customer
• Unit 3 - Case-3 National Electrical Engineers Limited: Sales Contest for Sales Staff Motivation
• Unit 4 - Case-4 The Genuine Charcoal Filter: Sales Monitoring Control System
• Unit 5 - Case-5 Asia Pacific Electricals Limited: Territory Planning and Management
• Unit 6 - Case-6 RQL Limited: Budgeting and Cost Control Systems

Previous Year Solved Question Papers Included

MS-62 English (Total-7, Solved-0, Unsolved-7)

• June (2020-2023)
• December (2020-2022)

MS-62 Help Book Details