Dr. Ram Manohar Lohia Avadh University also known as Avadh University or Awadh University is one of the premier universities in India

It was founded on March 4, 1975


As per your demand here I am providing you syllabus of the Sales Management of IV Sem of BBA of this University

Unit I Sales Management :
- Evolution of sales function
- Objectives of sales management positions
- Functions of Sales executives
- Relation with other executives

Unit II Sales Organisation and relationship :
- Purpose of sales organization
- Types of sales organization structures
- Sales department external relations
- Distributive network relations.

Unit III Salesmanship :
- Theories of personal selling
- Types of Sales executives
- Qualities of sales executives
- Prospecting, pre-approach and post-approach
- Organising display, showroom & exhibition

Unit IV Distribution network Management
- Types of Marketing Channels
- Factors affecting the choice of channel
- Types of middleman and their characteristics
- Concept of physical distribution system

Unit V Sales Force Management
- Recruitment and Selection
- Sales Training
- Sales Compensation

Suggested Books:
1.Sales Management -Cundiff, Still, Govoni
2.Salesmanship & Publicity -Pradhan, Jakate, Mali
3.Sales Management -S.A. Chunawalla


Contact Detail:
Dr. Ram Manohar Lohia Avadh University  
Hawai Patti, Allahabad Road, Faizabad, Uttar Pradesh 224001
Phone: 05278 245 957