Course curriculum

  • 1

    Module I : Personal Selling & Salesmanship [Prof. Dibyendu Chattaraj and Prof. Joydeep Mukherjee]

    • Personal Selling & Salesmanship
    • Personal Selling & Salesmanship QB
    • Personal Selling & Salesmanship AB
    • Introduction to Personal Selling
    • Introduction to Personal Selling QB
    • Introduction to Personal Selling AB
    • Buying Decision Process
    • Buying Decision Process QB
    • Buying Decision Process AB
    • Buying Motives
    • Buying Motives QB
    • Buying Motives AB
  • 2

    Module II : Sales Management and Theories of Selling [Prof. Dibyendu Chattaraj and Prof. Joydeep Mukherjee]

    • Overview of Sales Management
    • Overview of Sales Management QB
    • Overview of Sales Management AB
    • Sales Forecasting
    • Sales Forecasting QB
    • Sales Forecasting AB
    • Sales Budgeting
    • Sales Budgeting QB
    • Sales Budgeting AB
    • Nature & Theories of Selling
    • Nature & Theories of Selling QB
    • Nature & Theories of Selling AB
    • AIDAS Theory
    • AIDAS Theory QB
    • AIDAS Theory AB
    • Buying Formula Theory
    • Buying Formula Theory QB
    • Buying Formula Theory AB
    • Introduction to Personal Selling
    • Introduction to Personal Selling QB
    • Introduction to Personal Selling AB
  • 3

    Module IV : Distribution Management [Prof. Dibyendu Chattaraj]

    • Channels of Distribution
    • Channels of Distribution QB
    • Channels of Distribution AB
    • Distribution Strategy
    • Distribution Strategy QB
    • Distribution Strategy AB
    • Intermediaries
    • Intermediaries QB
    • Intermediaries AB
    • Channel Design
    • Channel Design QB
    • Channel Design AB
  • 4

    Module V : Personal Selling Process [Prof. Dibyendu Chattaraj and Prof. Joydeep Mukherjee]

    • Personal Selling Process Part I
    • Personal Selling Process Part I QB
    • Personal Selling Process Part I AB
    • Personal Selling Process Part II
    • Personal Selling Process Part II QB
    • Personal Selling Process Part II AB
    • Personal Selling Process Part III
    • Personal Selling Process Part III QB
    • Personal Selling Process Part III AB
    • Personal Selling Process Part IV
    • Personal Selling Process Part IV QB
    • Personal Selling Process Part IV AB
    • Personal Selling Process Part V
    • Personal Selling Process Part V QB
    • Personal Selling Process Part V AB
    • Personal Selling Process Part VI
    • Personal Selling Process Part VI QB
    • Personal Selling Process Part VI AB