MATERI :
1. JOB OF SALES MANAGEMENT
2. PRELIMINARY STEPS IN SELLING PROCESS
3. ADVANCED STEPS IN SELLING PROCESS
4. TERRITORY DEVELOPMENT AND TIME
MANAGEMENT
5. SALES MANAGEMENT ENVIRONMENT
6. SALES MANAGEMENT PLANNING
7. SALES FORECASTING
8. ORGANIZATION OF THE SALES FORCERCE
9. SALES PERSONNEL SELECTION PROCES
10. SALES TRAINING AND DEVELOPME
11. SALES EVALUATION
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