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MMPM-02 English Topics Covered
Block 1 – Introduction to Sales Management
- Unit 1 – Sale Management: Role, Nature and Ethics
- Unit 2 – Diversity of Selling Situations
- Unit 3 – Theories of Selling and Selling Process
Block 2 – Selling Skills
- Unit 1 – Communication Skills
- Unit 2 – Negotiation Skills
- Unit 3 – Merchandising and Managing Sales Displays
Block 3 – Managing the Sales Force
- Unit 1 – Recruitment, Selection, and Training of the Sales Force
- Unit 2 – Compensation Management
- Unit 3 – Sales Leadership: Motivation, Coaching and Counseling
- Unit 4 – Evaluation of Sales Force and Monitoring
Block 4 – Sales Planning and Control
- Unit 1 – Sales Planning, Forecasting and Budgeting
- Unit 2 – Territory Management and Sales Quotas
- Unit 3 – Sales Organisation
- Unit 4 – Sales Control, Analysis, and Sales Audit
