Course curriculum
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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
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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
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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
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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