I. Personal selling I. Personal selling II. Role of Sales force II. Role of Sales force III. Sales force management III. Sales force management IV. Selling process IV. Selling process V. Customer Relationship V. Customer Relationship Management Management
I. Levels of Product I. Levels of Product II. Classification of Products II. Classification of Products III. Services Marketing III. Services Marketing IV. New Product Development IV. New Product Development V. Test Marketing V. Test Marketing
I. Managing Marketing Efforts I. Managing Marketing Efforts II. Organizing the Marketing II. Organizing the Marketing Department Department III. Four skills needed for III. Four skills needed for effective implementation effective implementation IV. Types of Control IV. Types of Control V. Marketing Control Process V. Marketing Control Process VI. Marketing Audits VI. Marketing Audits
I. Characteristics of Business I. Characteristics of Business Markets Markets II. Model of Business Buying II. Model of Business Buying Behavior Behavior III. Business Buying Situations III. Business Buying Situations and Process and Process IV. Value Building and Relationship IV. Value Building and Relationship Marketing Marketing V. Internal Marketing V. Internal Marketing