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Basic concepts-selling functions, types of selling and emerging dimension, direct
selling, institutional selling, tele-marketing, sampling, follow the customer and
other concepts
Theories of selling canned approach, AIDA Model, right set of circumstancestheory, buying formula theories, behavioral equation theory.
Process of effecting selling-prospecting, pre approach presentation and
demonstration, handling objectives, closing the sale, post-sale activities of
successful sales person
Sales management-importance, scope and functions of sales management,
organization of sales, sales planning-market potential analysis, sales forecasting,
fixing sales objectives, territory allocation, sales quota, participative sales
planning and behavioral consideration
Sales force management – sales force planning, recruitment and selection,
training and development, placement of sales personal compensation and
incentives to sales person, motivation and leadership for sales, evaluation of sales
Distribution management-types of distribution channel, ware housing, & stocking,
selection and allocation of agents.
Law relating to Income Tax, principle underlying certain concepts as regard to
Determination of Taxable Income, Receipts which are not incomes, exemption
from charge of Income Tax
Provision of Income Tax relating to various heads of income with special reference
to Profit and Gain from Business and Profession, Capital Gain, Income from other
Source, Deductions, Computation of Income Tax, liability concept of TAX Planning,
Tax planning with reference to setting up of a new business, location, aspects,
nature of business, planning for tax holding benefits. Tax planning with reference
to specific management decisions, Tax Planning with reference to financial
management decisions
Introduction: Definition of Rural Marketing
Rural Marketing Environment: Population, Occupation Pattern, Income
Generation, Location of Rural Population, Expenditure Pattern, Literacy Rate,
Rural Credit Institutions, Rural Retail Outlets, Print Media in Rural Areas, Rural
Areas Requirement.
Problems in Rural Marketing: Underdeveloped People and Underdeveloped
Market, lack of proper physical communication facilities, Media for Rural
Communication. Many Languages and Dialects, Vastness and uneven spread, Low
per capita income, logistics, storage, handling and transport, market organization
and Staff, Product Positioning, Hierarchy of Markets, low levels of literary,
seasonal demand
Marketing of Agricultural Inputs; Consumable inputs, Durable inputs, fertilizers,
products, price, distribution, promotion, SWOT analysis of agro-chemical market.
Marketing of consumable and durables: product, price distribution, distribution
strategy-Hindustan Lever
Promotion: Product Redesign of Modification Needs
Marketing of Agricultural produce and rural and cottage industry products:
marketing of Agricultural produce regulated Markets, Formation of Cooperative.
Organizations, Contract Farming, Agricultural Export Zone (AEZ), Marketing of
Rural/Cottage, Industry, Artisan Products
Role of Financial Institutions in Rural Marketing: Types of Credit, Rural Credit
India’s foreign trade & policy (India’s foreign trade policy & its evolution,
institutional framework for export promotion, export incentives & facilities,
quality Control for Export)
Market logistics (physical distribution with emphasis on international system
including export by air, sea, road and multinational transport system)
Export Finance (various aspects of financing including documentary credits.
Foreign exchange management, risk management etc.)
Export & Import Procedures & Documentation (Processing & Executive of export
order, export sales contract, income, foreign exchange regulation, terms of
payment, central excise clearance, customs regulation, export documentation
framework, settlement of trade dispute, import procedure)
Electronic Commerce (Fundamentals of electronic Commerce, legal issues in
online business in India
Entrepreneurship-Definition, characteristics of an entrepreneur, function of an
entrepreneur, types of an entrepreneur
Entrepreneurship-development programmers (EDP), Project identification and
selection, project formulation, project appraisal
Financing of an enterprise-needs for financial planning, sources of finance, capital
structure, term-loan, sources of short term finance, capitalization, venture capital,
export finance
Sickness in small business, magnitude of industrial sickness and consequences of
industrial sickness, corrective measure
Franchising-franchising definition, advantage, disadvantage, evaluation of a
franchisee arrangement, franchising in India
Industrial finance to entrepreneurs-commercial bank, other financial institutionsIDBI, ICICI, IRBL, LIC, UTI, STCIS, SIDC’S, SIDBI, EXIM BANK, NABARD. Industrial
support to entrepreneurs – need for industrial support institutional to small
entrepreneurs – NSIC, SIDO, SSIB, SSICS, SISI, DIS’S, TCO’S. Industrial estates,
specialized institutions
Govt. policy for small-scale enterprise-Govt. support to small-scale enterprises
during five yea plans
Legal requirement for establishing a new unit, Taxation benefits to small scale
industry, difference between business and professions, inter-relationship
between industry, commerce and trade.