Course Details

Course Information Package

Course Unit CodeABSM204
Course Unit Details
Number of ECTS credits allocated5
Learning Outcomes of the course unitBy the end of the course, the students should be able to:
  1. Recognize the importance/nature of sales management
  2. Understand the complementary function of sales management in relation to the other promotional methods/tools.
  3. Apply the theory of personal selling process.
  4. Outline the concept of relationship selling. Outline the essential selling skills.
  5. Evaluate the attributes of effective sales personnel and compare the various compensation methods.
  6. Design effective sales presentations and plan for effective sales training schemes.
Mode of DeliveryFace-to-face
Recommended optional program componentsNONE
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


Recommended and/or required reading:
  • Ingram,T. N., LaForge, R., Avila R. A, Schwepker C. H, Williams M. R. (2006) Sales Management (6th Edition). South-Western/Thompson Learning
  • Jobber, D. and Lancaster, G. (2006), ‘Selling and Sales Management’, 7th Edition, Prentice Hall
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
Participation in class-class presen10%
Mid-term test15%
Mid-term assignment15%
Final Exam60%
Language of instructionEnglish
Work placement(s)NO

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