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Module 1 Descriptive Statistics
Module 1 Descriptive Statistics
1.1 Introduction
1.2 Types of Data
1.3 Data Visualization
1.4 Measures of Central Tendency
1.5 Measures of Dispersion
1.6 Five Number Summaries and Box Plots
1.7 Descriptive Statistics Using Analysis ToolPak
1.8 Basic Probability
1.9 Properties of Probability
1.10 Bayes' Theorem
Module 2 Random Variables and Discrete Probability Distributions
Module 2 Random Variables and Discrete Probability Distributions
2.1 Introduction to Random Variables
2.1 Introduction to Random Variables
2.1.1 Introduction to Random Distribution
2.1.2 Examples of Random Variables
2.2 Linear Combination of Random Variables
2.2 Linear Combination of Random Variables
2.2.1 Linear Combinations of Random Variables
2.2.2 Examples of Linear Combinations of Random Variables
2.4 Binomial Distribution
2.4 Binomial Distribution
2.4.1 Bernoulli Random Variable and its Distribution
2.4.2 Binomial Random Variables and Its Distribution
2.4.3 Examples of Binomial Distributions
2.4.4 Recap of Binomial Distribution
2.5 Poisson Distribution
2.5 Poisson Distribution
2.5.1 Poisson Random Variable and its Distribution
2.5.2 Examples of Poisson Distribution
Module 3 Continuous Probability Distributions
Module 3 Continuous Probability Distributions
3.1 Continuous Random Variable Introduction
3.1 Continuous Random Variable Introduction
3.1 Continuous Random Variables - Introduction
3.2 Uniform Distribution
3.2 Uniform Distribution
3.2.1 Uniform Distribution
3.2.2 Examples of Uniform Distribution
3.3 Exponential Distribution
3.3 Exponential Distribution
3.3.1 Exponential Distribution
3.3.2 Memoryless Property of Exponential Distribution
3.3.3 Relation Between Exponential and Poisson Distribution
3.3.4 Examples
3.4 Normal Distribution
3.4 Normal Distribution
3.4.1 The Normal Random Variable and its Distribution
3.4.2 Standard Normal Distribution
3.4.3 Examples of Normal Distribution
3.4.4 Normal Approximation to the Binomial Distribution
3.5 Linear Combinations of Normal Random Variables
3.5 Linear Combinations of Normal Random Variables
3.5.1 Linear Combinations of Random Variables I
3.5.2 Linear Combinations of Random Variables II
3.6 Chi Square Distribution
3.6 Chi Square Distribution
3.6.1 Chi Square Distribution
3.7 Student's t Distribution
3.7 Student's t Distribution
3.7.1 Student's t Distribution
3.8 F Distribution
3.8 F Distribution
3.8.1 F Distribution
Module 4 Sampling and Sampling Distributions
Module 4 Sampling and Sampling Distributions
4.1 Sampling Process
4.1 Sampling Process
4.1.1 Sampling Process
4.2 Sampling Methods
4.2 Sampling Methods
4.2.1 Sampling Methods
4.3 Analysis of Sample Data
4.3 Analysis of Sample Data
4.3.1 Analysis of Sample Data
4.4 Sampling Distribution
4.4 Sampling Distribution
4.4.1 Sampling Distribution
4.5 Central Limit Theorem
4.5 Central Limit Theorem
4.5.1 Central Limit Theorem
4.6 Sampling Distribution of Proportion
4.6 Sampling Distribution of Proportion
4.6.1 Sampling Distribution of Proportion
4.7 Distribution of Sample Variance
4.7 Distribution of Sample Variance
4.7.1 Distribution of Sample Variance
4.8 Properties of Point Estimator
4.8 Properties of Point Estimator
4.8.1 Properties of Point Estimator
4.9 Sampling Error vs Non sampling errors
4.9 Sampling Error vs Non sampling errors
4.9.1 Sampling Error vs Non sampling errors
Module 5 Statistical Inference
Module 5 Statistical Inference
5.1 Confidence Interval
5.1 Confidence Interval
5.1.1 Confidence Interval
5.1.2 Examples of Confidence Interval
5.1.3 Effect of Alpha and Sample Size on Confidence Interval
5.2 Confidence Interval for Population Mean
5.2 Confidence Interval for Population Mean
5.2.1 Confidence Interval for Population Mean
5.2.2 Confidence Interval for Population Mean - 𝜎 Unknown
5.2.3 Examples of Confidence Interval - 𝜎 Unknown
5.2.4 Determining the Sample Size
5.3 Confidence Interval for Proportion
5.3 Confidence Interval for Proportion
5.3.1 Confidence Interval for Proportion
5.4 Confidence Interval for Variance
5.4 Confidence Interval for Variance
5.4.1 Confidence Interval for Variance
5.5 Hypothesis Testing
5.5 Hypothesis Testing
5.5.1 Hypothesis Testing - Introduction
5.5.2 Null and Alternative Hypothesis
5.6 Errors in Hypothesis Testing
5.6 Errors in Hypothesis Testing
5.6.1 Errors in Hypothesis Testing
5.7 Hypothesis Testing for Population Mean
5.7 Hypothesis Testing for Population Mean
5.7.1 Hypothesis Testing for Population Mean
5.7.2 Summary - Hypothesis Testing for Population Mean
5.8 Hypothesis Testing for Population Proportion
5.8 Hypothesis Testing for Population Proportion
5.8.1 Hypothesis Testing for Population Proportion
5.8.2 Examples of Hypothesis Testing for Population Proportion
5.9 Hypothesis Testing for Population Variance
5.9 Hypothesis Testing for Population Variance
5.9.1 Hypothesis Testing for Population Variance
5.9.2 Summary of Hypothesis Testing for Population Variance
Module 6 Association between Random Variables and Simple Linear Regression
Module 6 Association between Random Variables and Simple Linear Regression
6.1 Covariance and Correlation
6.1 Covariance and Correlation
6.1.1 Explaining Covariance
6.1.2 Correlation
6.1.3 Covariance vs Correlation
6.2 Simple Linear Regression
6.2 Simple Linear Regression
6.2.1 Simple Linear Regression - I
6.2.2 Simple Linear Regression - II
6.3 Application of Steps in Simple Linear Regression
6.3 Application of Steps in Simple Linear Regression
6.3.1 Application of Steps in Simple Linear Regression
6.3.2 SLR - Coefficient of Determination
6.3.3 SLR - Correlation Coefficient v-s Coefficient of Determination
6.3.4 SLR - Assumptions on Error Term
6.3.5 SLR - Test of Significance
6.3.6 SLR - Residual Analysis
6.3.7 SLR - Test of Significance and Residual Analysis
6.4 SLR Application using Excel
6.4 SLR Application using Excel
6.4.1 SLR - Application using Examples - I
6.4.2 SLR - Application using Examples - II
Module 7 Multiple Linear Regression I
Module 7 Multiple Linear Regression I
7.1 Multiple Linear Regression
7.1 Multiple Linear Regression
7.1.1 Multiple Linear Regression
7.1.2 MLR - OLS
7.1.3 MLR - Coefficient of Determination
7.1.4 MLR - Test of Significance using F-Test and t-Test
7.1.5 MLR - Multicollinearity
7.1.6 MLR - Residual Analysis
7.1.7 MLR - Outliers and Influential Observations
7.2 Recap
7.2 Recap
7.2.1 Recap
7.2.2 MLR - Application Recap
7.3 Applications using Excel
7.3 Applications using Excel
7.3.1 Applications with Examples - I
7.3.2 Applications with Examples - II
7.3.3 Applications with Examples - III
7.3.4 Applications with Examples - IV
7.3.5 Applications with Examples - V
7.4 Multiple Linear Regression II
7.4 Multiple Linear Regression II
7.4.1 MLR - Intercept and OVB
Module 8 Multiple Linear Regression II
Module 8 Multiple Linear Regression II
8.1 Introduction to MLR with Categorical Variables
8.1 MLR with Categorical Variables
8.1 MLR with Categorical Variables
8.1.1 MLR: Categorical Variables
8.2 Interpretation of Coefficients
8.2 Interpretation of Coefficients
8.2.1 Interpretation of Coefficients
8.3 Examples of Categorical Variables
8.3 Examples of Categorical Variables
8.3 Examples of Categorical Variables
8.4 Interaction Variables
8.4 Interaction Variables
8.4 Interactive Variables
Creative
Creative
Important Questions
Podcast
Module 01 The Creativity Imperative
Module 01 The Creativity Imperative
Creativity: An Introduction
Entrepreneurship and Creativity: A Closely Linked Partnership
Thinking Outside the Box: A Need for Creativity
Mind-set of a Creative Individual
What Propels Creativity?
Prioritizing High-Leverage Activities
Module 02 Anatomy and Psychology of Creativity
Module 02 Anatomy and Psychology of Creativity
Understanding Creativity
Key Components of Creativity
Creativity and Brain Function
Creativity as Fluid Intelligence
The Role of "Thinking, Fast and Slow" in Creativity
Habits of Creative Individuals
Curiosity: The Engine of Creativity
Developing Imagination
Creativity and Meditation: A Powerful Synergy
Module 03 Problem Discovery and Definition
Module 03 Problem Discovery and Definition
Creative Problem Solving: A Deeper Dive
Getting to the Root of the Problem: A Deeper Dive
Knowing if a Problem is Worth Solving
Problem Solving in Teams: Leveraging Collective Intelligence
Problem Exploration Methods: Uncovering the Root Cause
Problem Prioritization Methods: Making the Most of Your Efforts
Empathy: Understanding and Sharing the Human Experience
Problem Framing: Defining the Challenge Clearly
Module 04 Problem Solving and Ideation Methods
Module 04 Problem Solving and Ideation Methods
The Rule of Ideation: Unleashing Creativity
Ideation Methods: Unleashing Creativity
Making Ideas Acceptable: Gaining Buy-in and Driving Implementation
Prioritizing Ideas: Selecting the Most Promising Solutions
EE
EE
Cheatsheets
Podcast
Module 1 Course Overview
Module 1 Course Overview
What is Entrepreneurship?
The Entrepreneurial Mindset
Entrepreneurship in India
Module 2 Opportunity based and Necessity based Entrepreneurs
Module 2 Opportunity based and Necessity based Entrepreneurs
Necessity-Based Entrepreneurship
Opportunity-Based Entrepreneurship
Module 3 Social Entrepreneurship and Resources
Module 3 Social Entrepreneurship and Resources
Social Entrepreneurship: Doing Well by Doing Good
Entrepreneurial Resources: Fueling Your Startup Journey
Module 4 Starting Your Venture
Module 4 Starting Your Venture
Deliberate Opportunity-Based Entrepreneurship
Accidental Opportunity-Based Entrepreneurship
Common Ways of Starting a Venture
Eng
Eng
Podcast
FSBP
FSBP
Module 1 Introduction to Financial Accounting and Mechanics of Accounting
Module 1 Introduction to Financial Accounting and Mechanics of Accounting
1.0 Introduction to the Module
1.1 Scope and Purpose of Financial Accounting
Different Forms of Business Organisations
Users of Accounting Information
Double-entry System of Bookkeeping
Discussion Topic
Books of Accounts
Accounting Equation
Summary of Introductory Financial Accounting Concepts
1.9 Comprehensive Accounting Exercise
Module 2 Preparation of Profit and Loss Account Balance Sheet and Cash Flow Statement
Module 2 Preparation of Profit and Loss Account Balance Sheet and Cash Flow Statement
2.0 Introduction to the Module
Adjustment Entries in Financial Statements
Preparing the Income Statement (Profit & Loss Account)
Preparation of the Balance Sheet
The Cash Flow Statement
2.5.1 Partnership Accounting
Understanding Partnership Accounting with an Example
Admission of a New Partner and Goodwill Valuation
Retirement of a Partner and Goodwill Valuation
Accounting for Company
Module 2 Summary: Adjustments, Financial Statements, and Cash Flow
Module 3 Accounting Concepts
Module 3 Accounting Concepts
3.0 Introduction to the Module
Exercise 1: Preparing a Balance Sheet
Summary of Accounting Concepts and Standards
1. Money Measurement Concept:
2. Entity Concept
3.Going Concern Concept
4.Cost Concept
4. Dual Aspect Concept
7. Conservatism Concept
8. Matching Concept
9. Consistency Concept
Importance of Accounting Concepts: Real-World Examples
Module 4 Revenue Recognition
Module 4 Revenue Recognition
Revenue Recognition
Revenue Recognition: Sales Method vs. Installment Method
Summary of Revenue Recognition
1. Delivery Method
Percentage of Completion Method
3. Completed Contract Method
Cost First Recovery Method
5. Installment Method
Conservatism in Revenue Recognition and Loss Recognition
Other Revenue Recognition Methods
Accounting for Provision for Doubtful Debts
Module 5 Inventory Accounting and Valuation
Module 5 Inventory Accounting and Valuation
Module 5: Inventory Accounting and Valuation
Inventory Accounting and Valuation
5.1 Periodic and Perpetual Inventory Valuation
5.2 Specific Identification Method
5.3 First In First Out Method FIFO
5.4 Last In First Out Method LIFO
5.5 Weighted Average Method
5.6 Retail Method
5.7 Inventory Accounting in Manufacturing Companies
Inventory Accounting in Service Industries
Perpetual Inventory Accounting: FIFO Method (Excel Example)
Module 6 Fixed Assets and Depreciation Accounting
Module 6 Fixed Assets and Depreciation Accounting
Module 6: Accounting for Fixed Assets
Accounting for Natural Resources
Accounting for Intangible Assets
Accounting for Depreciation: Different Methods
Summary of Fixed Asset Valuation and Depreciation
6.14 Module 6 Ungraded Quiz
Accounting for Different Types of Fixed Assets
Accounting Concepts Related to Fixed Assets
Defining and Determining the Cost of an Asset
Allocating Purchase Price Between Land and Building (and Other Assets)
Depreciation and Amortization: Matching Expenses with Revenue
Depreciation Methods: A Deeper Dive
Accounting for Asset Disposal
Accounting for Asset Exchanges
Group Depreciation
Module 7 Reading Financial Statements
Module 7 Reading Financial Statements
Module 7: Reading and Understanding Financial Statements
Balance Sheet: A Statement of Wealth
Understanding Share Capital: Equity and Preference Shares
Non-Current Liabilities
Non-Current Assets
Statement of Profit and Loss (Income Statement)
Cash Flow Statement
Case Study: Reliance Industries Limited - Funding and Growth Analysis (2011-2015)
7.8 Module 7 Summary
Module 8 Assessing Business Performance through Financial Statements
Module 8 Assessing Business Performance through Financial Statements
8.0 Introduction to the Module
Common Size Statement Analysis
Trend Analysis
Introduction to Ratio Analysis
Asset Management
Leverage Management
Tax Management and its Impact on Profitability
Liquidity Risk and Current Ratio
Summary of Financial Statement Analysis for Business Performance Assessment
MF
MF
Podcast
Important Questions
Important Questions
Module 1 Important Questions
Module 2 Important Questions
Module 3 Important Questions
Module 4 Important Questions
Module 5 Important Questions
Module 6 Important Questions
Module 7 Important Questions
Module 8 Important Questions
Module 01 Basics of Marketing
Module 01 Basics of Marketing
1.1 Understanding Markets
1.1 Understanding Markets
What is a Market?
Types of Markets
1.2 Introduction to Marketing
1.2 Introduction to Marketing
The Social View on Marketing
Introducing Maslow’s Hierarchy of Needs
Satisfying Customer Needs and Wants
Simplified Understanding of Marketing
1.3 The Value Framework
1.3 The Value Framework
The Value Framework
1.4 The Evolution of Marketing
1.4 The Evolution of Marketing
The Evolution of Marketing
1.5 The Marketing Management
1.5 The Marketing Management
The Language of Marketing
1.5.2 Introduction to the Marketing Management
1.5.3 What can be Marketed?
1.5.4 Social Marketing and Relationship Marketing
1.6 Career Options in Marketing
1.6 Career Options in Marketing
1.6.1 Career options in Marketing
1.7 Case Study Coca Cola
1.7 Case Study Coca Cola
1.7.2 Coca Cola - The origin
1.7.3 Coca-Cola's Expansion (Part 1)
1.7.4 The decline of Coca Cola
1.7.5 Coca Cola - Rivalry Begins (Part 1)
1.7.6 Coca Cola Case Study - Defining Value for the Customers
1.7.7 The Rivalry - Coca Cola's downfall
1.7.8 Coca Cola's Revival
1.7.9 Conclusion of the case
Module 02 Identifying Customers Segmentation and Targeting
Module 02 Identifying Customers Segmentation and Targeting
2.1 Identifying Target Market
2.1 Identifying Target Market
2.1.1 Identifying Target Market - Coke Ad 1
2.1.2 Identifying Target Market - Coke Ad 2
2.1.3 Identifying Target Market - Coke Ad 3
2.2 Market Segmentation
2.2 Market Segmentation
2.2.1 Understanding STP
2.2.2 Market Segmentation
2.2.3 Differentiated and Undifferentiated Marketing
2.2.4 Niche marketing
2.2.5 Bases of Segmentation
2.3 Targeting Market
2.3 Targeting Market
2.3.1 Targeting Markets
2.3.2 Segment Size and Attrativeness
2.3.3 Targeting Strategies
Module 03 Positioning and Marketing Strategy
Module 03 Positioning and Marketing Strategy
3.1 Differentiation
3.1 Differentiation
3.1.1 The Foundation of Effective Positioning
3.2 Positioning
3.2 Positioning
3.2.1 Executing Positioning
3.2.2 Crafting an Impactful Positioning Statement
3.2.3 Mastering Perceptual Mapping
3.3 Market Analysis
3.3 Market Analysis
3.3.1 Beyond STP: Evaluating Market Size for Effective Marketing Strategy Development
3.3.2 Understanding Market Share: Assessing Demand and Analyzing Market Patterns
3.4 Corporate Strategy
3.4 Corporate Strategy
3.4.1 Exploring Corporate Strategy: The Foundation for Effective Marketing Approaches
3.4.2 Unpacking the BCG Matrix
3.4.3 Strategic Planning Essentials
3.4.4 Functioning of the Organizational Strategy
3.5 Marketing Strategy
3.5 Marketing Strategy
3.5.1 Foundations of Marketing Strategy: Concepts, Processes, and Key Elements
3.5.2 Deep Dive into the 5Cs: Essential Elements of Marketing Strategy
3.6 Case Study Coca Cola
3.6 Case Study Coca Cola
3.6.1 Case Study - Coca Cola
Module 04 Understanding Consumer Behaviour
Module 04 Understanding Consumer Behaviour
4.1 Concept of Consumer Behaviour
4.1 Concept of Consumer Behaviour
4.1.1 Exploring Consumer Behaviour
4.1.2 Delving Deeper into Consumer Behaviour: Understanding the Definition
4.2 Making Purchase Decisions
4.2 Making Purchase Decisions
4.2.1 Understanding Consumer Roles in Decision-Making
4.2.2 Exploring Consumer Types and Their Influence on Purchase Decisions
4.3 A Detailed Guide to the Consumer Decision Making Process
4.3 A Detailed Guide to the Consumer Decision Making Process
4.3.1 Need Recognition
4.3.2 Pre-purchase Information Search
4.3.3 Evaluation of Alternatives
4.3.4 The Purchase Decision
4.3.5 Post Purchase Behaviour
4.4 Factors affecting Consumer Behaviour
4.4 Factors affecting Consumer Behaviour
4.4.1 Decoding Consumer Behaviour: The Factors That Shape Our Choices
4.5 Case Study. Kapoors buy a Car
4.5 Case Study. Kapoors buy a Car
4.5.1 Case Study Kapoors buy a car
4.5.2 Analyzing Family Dynamics in Consumer Decision-Making: The Kapoor Family Case Study
4.5.3 Understanding Individual Contributions in Family Purchase Decisions
Module 05 Business Buying Behaviour and Strategy
Module 05 Business Buying Behaviour and Strategy
5.1 Introduction to B2B Markets
5.1 Introduction to B2B Markets
5.1.1 Introduction to B2B Markets
5.2 A Comparative Analysis of Business vs Consumer Markets
5.2 A Comparative Analysis of Business vs Consumer Markets
5.2.1 A Comparative Analysis of B2B and B2C Markets
5.3 Value Proposition in Business Markets
5.3 Value Proposition in Business Markets
5.3.1 Value Proposition in Business Markets
5.4 Segmentation in Business Markets
5.4 Segmentation in Business Markets
5.4.1 STP in Business Markets
5.5 Buying Benefits and Strategies in Business Markets
5.5 Buying Benefits and Strategies in Business Markets
5.5.1 Buying Benefits and Strategies in Business Markets
5.6 Purchase Process in Business Markets
5.6 Purchase Process in Business Markets
5.6.1 Purchase Process in Business Markets
5.7 Types of Buyers in Business Markets
5.7 Types of Buyers in Business Markets
5.7.1 Types of Buyers in Business Markets
5.8 Case study Mediquip
5.8 Case study Mediquip
5.8.1 Mediquip Case Study: Navigating the B2B Sales Process
5.8.3 Mediquip Sales Dynamics
Module 06 Strategizing Products and Services
Module 06 Strategizing Products and Services
6.1 Product Concept
6.1 Product Concept
6.1.1 Product - A Conceptual Framework
6.1.2 Classification of Consumer Goods
6.2 Product Line Management
6.2 Product Line Management
6.2.1 Product Line Management
6.2.2 Product Line Strategies
6.3 Branding
6.3 Branding
6.3.2 Branding : The Conceptual Framework
6.3.3 Roles of a brand
6.3.4 Building strong brands: Equity, Culture & Value
6.3.5 Building strong brand culture
6.3.6 Building effective brand equity
6.3.7 Generating high brand value
6.3.8 Measuring the success of a brand
6.4 Product Life Cycle (PLC)
6.4 Product Life Cycle (PLC)
6.4.1 Introduction to PLC
6.4.2 Product Life Cycle : Conceptual Framework
6.4.3 Product Introduction Phase
6.4.4 Market Growth Phase
6.4.5 Maturity Phase
6.4.6 Market Decline Phase
6.5 Service Concept
6.5 Service Concept
6.5.2 Evolution of Services
6.5.3 Defining Services
6.5.4 Product - Service Mix
6.5.5 Characteristics of Service
6.5.6 Service strategy
6.6 Case Study Santoor
6.6 Case Study Santoor
6.6.2 Santoor's evolution
6.6.3 Santoor's Repositioning Story : Using Ads Journey
Module 07 Strategizing Pricing and Distribution
Module 07 Strategizing Pricing and Distribution
7.1 Price Mix
7.1 Price Mix
7.1.1 Framework of Pricing
7.1.2 The Language of Pricing
7.1.3 Price Setting Process
7.1.4 Methods of Pricing
7.1.5 Price Discrimination
7.2 Distribution Mix
7.2 Distribution Mix
7.2.2 Distribution Channels
7.2.3 The Language in Distribution
7.3 Intermediaries in Distribution
7.3 Intermediaries in Distribution
7.3.1 Types of wholesaling intermediaries
7.3.2 Types of Retailing Intermediaries
7.3.3 Functions of Distribution Channels
7.4 Distribution Channel Decisions
7.4 Distribution Channel Decisions
7.4.1 Channel Length
7.4.2 Channel Breadth
7.4.3 Channel Design Process
7.4.4 Selecting Distribution Channel
7.4.5 Managing Distribution Channels
7.4.6 Horizontal VS Vertical Channels
7.4.7 Omni-Channel and Multi-Channel Retailing
7.5 Retailing
7.5 Retailing
7.5.1 Introduction to Retailing
7.5.2 Roles and Responsibilities in Retailing
7.5.3 Characteristics of Retailing
7.5.4 Retail Formats
7.6 D'Light Case Study
7.6 D'Light Case Study
7.6.1 Introduction to D'Light
7.6.2 D'Light Analysis
7.6.3 Market Context for D'Light
7.6.4 Distribution Channels for D'Light
7.6.6 Strategy for D'Light
Module 08 Strategizing Promotions
Module 08 Strategizing Promotions
8.6.1 Digital Marketing : An Overview
8.1 Introduction to Promotion
8.1 Introduction to Promotion
8.1.1 Introduction to Promotion
8.2 Marketing Communications
8.2 Marketing Communications
8.2.1 Macro Communication
8.2.2 Micro Communication
8.2.3 Tools and Techniques of Effective Communication
8.2.4 Sales Promotions
8.2.5 Developing Effective Ad Campaigns
8.2.6 Ideal Ad Campaigns : Objectives of Ad Communications
8.2.7 Designing Marketing Communications
8.3 Budgeting
8.3 Budgeting
8.3.1 Budgeting
8.4 Personal Selling
8.4 Personal Selling
8.4.1 Personal Selling
8.4.2 Sales Process in B2B Market
8.4.3 Sales Process in B2C Market
8.5 Sales Force Management
8.5 Sales Force Management
8.5.1 Designing Effective Sales Force
8.5.2 Managing the Sales Force
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