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PAPER 305: Sales and Marketing managementwith focus on genderperceptions

!"ecti#es:

To enable the Student basic understanding of fundamental marketing concepts and their application by

business and non-business organizations.

To explain the strategic Organizational and Marketing Planning Process.

To enable the student the role of marketing management in implementing and controlling the marketing.

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Marketing: Meaning Significance ! Marketing Philosophies ! "mplementing Marketing #oncept ! MarketingMix ! Marketing $n%ironment ! &reen Marketing ! Organizing Marketing ! 'omen and MarketingManagement.

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Marketing Planning ! Marketing (esearch "nformation System ! )emand and Sales *orecasting !Segmentation ! Targeting and Positioning

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Product Strategy ! Product #lassification ! Product Mix ! Product +ine ! ,randing Packaging ! Product +ife#ycle Strategies ! e Product )e%elopment ! "nno%ation )iffusion ! Pricing Strategy ! Ob/ecti%es of Pricing

! *actors "nfluencing the Price ! Methods of Pricing #ost ,ased ! )emand ,ased ! #ompetition ,ased ! eProduct Pricing ! (ole played by 'omen in Product study and Product Mix.

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Sales Management ! &oals and *unctions ! Salesmanship ! Selling Skills ! ,uyer ! Seller )yads ! Theories ofSelling ! Selling Process ! Sales Territories ! (outing and Setting Sales 0uotas ! Sales #ontests1 'omen andSales Management ! 'omen and Sales Selling Skills in 'omen

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#ompensating Sales Personnel ! )e%eloping and 2dministering Sales Personnel ! Moti%ating Sales People !Sales $%aluation ! Sales 2nalysis ! Sales $xpenses #ontrol ! Sales 2udit ! 'omen in Sales and Sales and'omen.

PRA)'&)A*S

2 Study report on Selling Skills of 'omen

#ase study analysis of Marketing Sales Management

RE+ERE%)ES

Philip 3otler1 ,MAR-E'&%. MA%A.EME%'/4Pearson $ducation5

3otler 2rmstrong1 ,PR&%)&P*ES + MAR-E'&%./! Prentice 6all1 "ndia.

3otler1 Philip1 ,MAR-E'&%. MA%A.EME%' A%A*S&S A%1 )%'R*/Prentice ! 6all of "ndia P%t.

7/25/2019 paper 305

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S. eela Megan ,MAR-E'&%. &% &%1&A/4;ikas5

Still1 #undiff &o%anti1 ,SA*ES MA%A.EME%' 1E)&S&%S2 S'RA'E.&ES A%1 )ASE/1 Prentice !

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