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SALES MANAGEMENT: AN OVERVIEW

1 Subject: SALES management Course Code: MM-308 Author: Dr. Surinder Singh Kundu Lesson No.: 01 Vetter: Dr. Bishnoi SALES management : AN OVERVIEW STRUCTURE Objective Introduction Definition Benefits of selling activities Elements of SALES management Objectives of SALES management SMBO approach Process of SMBO Importance of SMBO Organisation of selling unit Need and Importance Functions of Sale Organisation Structure of SALES Organisation Steps to establish a SALES structure Summary Keywords Self assessment questions References/suggested readings 2 OBJECTIVE After going through this lesson, you will be able to- Discuss the SALES , SALES management and related concepts.

employment are the basics for national development. The achievement of both these goals means jobs and incomes for a nation’s labour-force. The number of people, who need jobs, continues to expand, and also some jobs are being eliminated, because of the introduction of computers and abolition of obsolete technology. If jobs are to be made

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