syllabus of sales and CRM, Study notes of Sales Management

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MODULE SPECIFICATION 1 Module Title: SALES AND CUSTOMER RELATIONSHIP MANAGEMENT 2 Module Code: MRFM 2002 3 Credit Points: 4 4 Duration: | 4 Hrs Ss School: MBA IN RETAIL AND FASHION MERCHANDISE LEARNING OUTCOMES After studying this module, the student should be able to: © To understand selling, setting achievable selling objectives ¢ To estimate market and sales potential © To set up a sales organization and lead sales personnel in implementing selling plans © To achieve three general objectives of any organization namely sales volume, Contribution to profits and continuing growth e To understand how to build strong relationship with customers and how to retain the customers for long run period MODULE CONTENT UNIT I: SALES MANAGEMENT 6 hours e Evolution of sales management © Sales executive as coordinator e Sales management and control UNIT 2: SALES ORGANIZATION AND RELATIONSHIP 6 hours © Purpose Of Sales Organization © Setting up the Sales organization «Basic Types of Sales Organization e Sales Department Relationships with other departments. FDDI/SYLLABUS/MBA(RETAIL & FASHION MERCHANDISE)/2018