32. Developing the selling function (2. Building Account Relationship) Cont. (V-U)

33. Developing the selling function (3. Territory Management) (V-U)

34. Developing the selling function (3. Territory Management - Territory Management Techniques) (V-U)

35. Developing the selling function (Territory Management Techniques) (V-U)

36. Developing the selling function (Territory Management Techniques) Cont. (V-U)

37. Time Management by a Sales Person (V-U)

38. Time Management by a Sales Person I (V-U)

39. Time Management by a Sales Person II (V-U)

4. Marketing Mix, Product Life Cycle, Role of Sales Management and Personal Selling (V-U)

40. Time Management by a Sales Person III (V-U)

5. Sales Management Process, Strategic Management Planning (V-U)

6. Sales Management Process cont.., (Mission, Goals, Strategies) (V-U)

7. Business Strategies (1. Potters Generic Business Strategies, 2. Miles and Snow’s Strategies) (V-U)

8. Business Strategies cont.., (3. Growth strategies and Relevant Sales Strategies) (V-U)

9. Strategic Marketing Planning cont.. (2. Market Segmentation & 3. Targeting) (V-U)