Help?
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
