The objective of this subject is to help students gain understanding of concept of modern marketing and its decisions.
1. CONSUMER BEHAVIOUR :
Definition , Nature , Scope , Application of Consumer Behaviour .
Consumer Influences .
- Consumer Decision Process : Pre-Purchase ,Purchase and Post Purchase .
- CRM And Consumer Behaviour , CRM Process .
Definition , Role , Objectives ,Process of Personal Selling .
Competitive and Personal Selling Strategy .
Professional Sales Manager .
Sales Planning , Sales Organization , Sales Potential .
Sales Forecasting and Budgeting .
Territory Design and Sales Quotas .
Formulation of Sales Strategy .
3. OPERATIONAL SALES MANAGEMENT :
Selection , Training , Motivation and Compensation of Sales Force.
Evaluation of Sales Force.
CONTENT WILL BE ADDED SOON
