CONSUMER BEHAVIOUR AND SALES MANAGEMENT SYLLABUS (MODULES/TOPICS)

         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 .

   

 2. SALES MANAGEMENT :

• 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