Course Details
Course Information Package
Course Unit Title | SALES MANAGEMENT | ||||||||||
Course Unit Code | ABSM204 | ||||||||||
Course Unit Details | |||||||||||
Number of ECTS credits allocated | 5 | ||||||||||
Learning Outcomes of the course unit | By the end of the course, the students should be able to:
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Mode of Delivery | Face-to-face | ||||||||||
Prerequisites | ABSM112 | Co-requisites | NONE | ||||||||
Recommended optional program components | NONE | ||||||||||
Course Contents | CHAPTER 1- Changing Word of Sales Management
Overview of the Sales Person
Sales Management Process
Sales Management Trends
Effective Sales Managers
CHAPTER 2- Overview of Personal Selling
Building Long term Relationships
Contributions of Personal Selling
CHAPTER 3 – Organizational Strategies and the Sales Function
Customer Relationship Management
Marketing Strategy and Sales Force
Organizational Buyer Behaviour
CHAPTER 4 – Sales Organization Structure and Sales Force Development
Sales Organization Structures
Comparing Sales Organization Structures
CHAPTER 5 – Staffing the Sales Force: Recruitment & Selection
Importance of Recruitment and Selection
Recruitment and Selection Process
Legal and Ethical Considerations in Recruitment and Selection
CHAPTER 6 – Development of the Sales Force: Sales Training
Role of Sales Training in Sales force
Sales Training as a Crucial Investment
Ethical and Legal Issues
CHAPTER 7 – Sales Leadership
Contemporary Views of Sales Leadership
A Leadership Model for sales Management
Problems in Leadership
CHAPTER 8 – Motivation and Reward System
Types of Sales Force Rewards
Financial Compensation
Non Financial Compensation
Guidelines for Motivating and Rewarding Sales People
CHAPTER 9 – Evaluating the Performance of Sales People
Sales Person Performance Evaluations
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Recommended and/or required reading: | |||||||||||
Textbooks |
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References |
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Planned learning activities and teaching methods | The Methodology used included lecturing based on the lecture’s power point presentations, discussions, reference to real life examples related to the main marketing issues taught, as well as to the students’ business background, analysis of case studies. | ||||||||||
Assessment methods and criteria |
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Language of instruction | English | ||||||||||
Work placement(s) | NO |