Ground breaking skills- future skills- need for skilling, up skilling, and re skilling –major role of technology in preparing the workforce for tomorrow
Introduction to Business Analytics- Visualisation and Data issues- Ethical Issues-Decision Modelling - Optimization Use of Excel to solve business problems- marketing mix, capital budgeting, portfolio optimization- inventory management, capital investment analysis, market share estimation, sensitivity analysis
Branding-meaning-Brand equity-understanding brands-brand person relationships & Brand community- Measuring brands-Managing brands- Brand Audit project presentation –Brand audit progress report – All brands Audit written report.
Negotiation- Introduction - Definition-Aspects of Negotiation- Preparing the negotiations- Designing a negotiation plan – creating a negotiation team- Negotiation phases- Negotiation strategies- Negotiation styles
Sales management- Strategies and tactics- emerging trends- Sales force- size of the sales force- recruitment-selection-training-motivation-channel designing-ideal structure- selecting channel partners- distributor and retailer management- franchising- sales supply chain- IT as enabler of SCM- Sales in international market.
Reference Book:
1.Sales management by Richard R.Still Edward, W.Cundiff,& Norman A.P.Govoni (Units - I, II, III, IV & V)
2.Jensen, K. (2013). The Trust Factor: Negotiating in SMARTnership. Palgrave Macmillan. (Units - I, II, III, IV & V)
3.Lax, D. A., and Sebenius, J. K. (2006). 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Harvard Business Press.. (Units - I, II, III, IV & V)
Text Book:
1.Tanner J and honey cut ED, Sales management, Pearson Education(Units - I, II, III, IV & V)
2.Berghoff, E. A. et al. (2007). The International Negotiations Handbook. Success through Preparation, Strategy, and Planning. PILPG and Baker & McKenzie (Units- I, II, III, IV & V)
