MS-62: Sales Management

Question Papers

Books

Reference Book

Reference book of MS-62 from GPH publications. Solved question papers and important topics to cover syllabus in limited time. To purchase click the link below :

Flipkart »

IGNOU Study Material in pdf

Download free pdf files of MS-62 from eGyankosh. Covers all units of all blocks.

Download PDF

Syllabus

Block 1: SALES MANAGEMENT FUNCTIONS

Unit 1 Introduction to Sales Management

Unit 2 Personal Selling Personal Selling

Unit 3 Sales Process

Unit 4 Computer Applications in Sales Management

Block 2: SELLING SKILLS

Unit 5 Communication Skills

Unit 6 Sales Presentation

Unit 7 Negotiation Skills

Unit 8 Retail Communication : Sales Displays Sales Displays

Block 3: SALES FORCE MANAGEMENT

Unit 9 Job Analysis, Recruitment and Selection

Unit 10 Training the Sales Force

Unit 11 Compensation and Motivation of Sales Force

Unit 12 Monitoring and Performance Evaluation

Block 4: PLANNING AND CONTROL OF THE SALES EFFORT

Unit 13 Sales Planning

Unit 14 Sales Organisation

Unit 15 Sales Forecasting and Sales Quotas

Unit 16 Sales Budgeting and Control

Block 5: CASE STUDIES