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Sales & Retail Management (MK04)

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This book is designed to meet the needs of master of business administration students studying for the very first time in their curriculum. Thus complexity of the matter has been avoided with a view that complete course content has to be completed by the student in limited time period. The subject matter has been presented in a lucid, comprehensive and systematic manner which is easy to understand and also develops writing ability for students to score good marks in upcoming examination. This book includes all types of questions according to new pattern of university. Course content has been divided into topic wise and in chapter wise form according to curriculum framed by Dr. A.P.J. Abdul Kalam Technical University, Lucknow. This book includes unsolved papers of last years and sample paper. We hope that this book will be successful in its objectives and will receive appreciation from students and teachers alike.

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SKU: KMBN-MK04 Categories: , ,
ISBN 978-93-88783-14-2
Publishers R. Narain & Co.
Author Dr. Govind Narayan
Binding Paperback
Pages 200
Subject Sales & Retail Management

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Weight 250 g

Table of Content

Unit 1: Introduction to Sales: Role of selling in marketing, Personal selling, Types of sales personnel, Characteristics of a successful salesman, Process of effective selling.
Unit 2: Negotiation and Bargaining: Negotiation Strategies, conflicts and dispute resolution, negotiation and discussion stages.
Listening skills – Controlling emotions, Art of persuasion and emotions, ethics in sales, Influencing and assertiveness skills, Spotting the signs, non-verbal communication and voice clues
The Bargaining and Closing Stage -• Making concessions, the techniques, Closing techniques, Confirming agreement
Unit 3: Building Sales Organization: Types of sales organizations and their structure, Functions and responsibilities of sales person. Filling sales positions: Recruitment, Selection, Training and Development.
Leading Sales Organization: Sales force motivation & compensation, 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 to retailing: Factors Influencing Retailing, Strategic Retail Planning Process, Retail Organization, Retail Models and Theory of Retail Development, Modern retail formats in India,
Store Location & Site Selection: Trading Area Analysis, Types of Location, Location and Site Evaluation, Objectives of Good store Design.
Unit 5: Store Layout and Space planning: Types of Layouts, Visual Merchandising Techniques, Controlling Costs and Reducing Inventory Loss, Parking Space Problem at Retail Centers
Retail Stores & Operations Management Responsibilities of Store Manager, Store Security, Store Record and Accounting System, Coding System, Material Handling in Stores, Logistic and Information system, Promotion, CRM & Brand Management in retailing.


Salient features include:

  1. Comprehensive coverage of theoretical aspects in management concept & Indian ethos.
  2. All intricate aspects are explained by simple, lucid and specific explanations and substantiated with neat and elaborate diagrammatic sketches.


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