KMBNMK04 SALES AND RETAIL MANAGEMENT UNIT 1 Introduction to sales Roles of selling Marketing, Personal Selling Salesmanship and Sales Manager Types of Sales person, Characteristics of a successful Salesman Theories of Selling, Sales Management Process of effective selling UNIT 2 Negotiation and Beginnings, Negotiations Strategies Conflicts and Dispute Resolution, Negotiation and Discussion Stage Listening Skills; Controlling Emotions, Art of Persuasions and Emotions Ethics in Sales, Influencing and Assertiveness skills, Ethics in Sale Spotting the Signs, Non-Verbal Communications and issues, The Bargaining and Closing stage: Making concessions, The techniques UNIT 3 Building sales Organizations, Types of Sales Organisations and their Structure Functions and Responsibilities of Sales Person, Filling Sales Positions, Training and Development Development and Conducting Sales Training program, Leading Sales Organization:Sales Force Motivation Designing and Administrating sales forces, Sales forces Compensations,Designing incentives and Contests Sales Forecasting, Sales Budget , Sales Quota, Sales territory, Building Sales Reporting Mechanism and Monitoring, Sales Force productivity, Sales Force Appraisal UNIT 4 Introduction of Retailing, Growing importance of Retailing Factor influencing Retailing, Strategic Retailing Planning process Retail Organizations Retail Models, Theory of Retail Development Modern Retail formats in India, Retailing in Rural India UNIT 5 Store layout and Space planning , Types of layouts, Visual Merchandising Techniques Controlling Costs and Reducing Inventory loss, parking space problem at retail centre Parking space problem at retail center, Retail Location research and Techniques, Trade area Analysis Objectives of Good Store design, Responsibilities of Store Manager, Store Security, Store record and Accounting System Coding System, Material Handling in Stores, Logistics and Information System, Strategies, Retail sales techniques and Promotion, CRM & Brand Management in Retailing
