Media Storage Type : 32 GB USB Stick
NPTEL Subject Matter Expert : Dr. Sangeeta Sahney
NPTEL Co-ordinating Institute : IIT Kharagpur
NPTEL Lecture Count : 40
NPTEL Course Size : 16 GB
NPTEL PDF Text Transcription : Available and Included
NPTEL Subtitle Transcription : Available and Included (SRT)
Lecture Titles:
Lecture 1 - Introduction to Sales Management
Lecture 2 - Sales Management, Personal Selling, and Salesmanship
Lecture 3 - Functions of Sales Executive and Roles played by Sales Managers
Lecture 4 - Duties and Responsibilities of Sales Managers and the Effective Sales Executive
Lecture 5 - Skills required in Sales Managers and Qualities in a Sales Managers
Lecture 6 - Determining Sales related Marketing Policies
Lecture 7 - Determining Sales related Marketing Policies
Lecture 8 - Strategic Planning, Sales Objectives, Strategies and Tactics
Lecture 9 - The Sales Organization
Lecture 10 - The Sales Organization
Lecture 11 - The Sales Department Relations
Lecture 12 - The Sales Department Relations
Lecture 13 - Planning, Sales forecasting and Budgeting
Lecture 14 - Planning, Sales forecasting and Budgeting
Lecture 15 - Planning, Sales forecasting and Budgeting
Lecture 16 - Buyer-Seller Dyads
Lecture 17 - Diversity of Personal-Selling Situations
Lecture 18 - Theories of Selling
Lecture 19 - Theories of Selling
Lecture 20 - The Selling Process
Lecture 21 - The Selling Process
Lecture 22 - Sales Force Management : Job Analysis
Lecture 23 - Sales Force Management : Recruitment
Lecture 24 - Sales Force Management : Selection
Lecture 25 - Sales Force Management : Training
Lecture 26 - Sales Force Management : Training
Lecture 27 - Sales Force Management : Motivation
Lecture 28 - Sales Force Management : Compensation
Lecture 29 - Sales Force Management : Managing Expenses of Sales Personnel
Lecture 30 - Sales Force Management : Evaluation
Lecture 31 - Sales Force Management : Evaluation
Lecture 32 - Sales Quotas
Lecture 33 - Sales Quotas
Lecture 34 - Sales Territory
Lecture 35 - Sales Territory
Lecture 36 - Distribution Channel Management : Distribution Channels - Part I
Lecture 37 - Distribution Channel Management : Distribution Channels - Part II
Lecture 38 - Channel Systems, Channel Management, Logistics and Marketing Channels - Part I
Lecture 39 - Channel Systems, Channel Management, Logistics and Marketing Channels - Part II
Lecture 40 - International Sales and Channel Management