Faculty of Business and Management Sciences · International Trade and Finance · Undergraduate
Course Objective
Selling and Sales Management develops a basic knowledge and understanding of Selling, selling functions, and the role of sales force. Students should therefore be able to understand the selling process, Role of the sales manager, and the Characteristics of sale personnel at the end of the semester work.
Course Content
- The concept of selling, and the types of selling job.
- The role of selling in Marketing.
- Channel selection
- Sales techniques used in industrial, commercial, service, public authority settings.
- The concept resale selling.
- Distinction between showroom and retail selling.
- Personal characteristics" of a salesperson.
- Techniques of sales force selection.
- The importance of technical knowledge for a salesperson.
- Career structure for a salesperson.
- Differences between consumer and organizational buyer behavior.
- The importance of buying notices and moods.
- Finding a decision taker.
- The importance of the decision making unit.
- The effects of the consumerist movement
- Sales ethics
Required Resources
Sales Management: Shaping Future Sales Leaders, 3rd Edition, ISBN-13: 978-1737766476, Authors: John F. Tanner Jr., Earl D. Honeycutt Jr., Robert C. Erffmeyer.
Sales Management: Analysis and Decision Making, 10th Edition, ISBN-13: 978-0367252748, Authors: Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker Jr., Michael Williams.
Sales Force Management: Leadership, Innovation, Technology, 12th Edition, ISBN-13: 978-1138951716, Authors: Mark W. Johnston, Greg W. Marshall.
Recommended Resources
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance, 1st Edition, ISBN-13: 978-0071765732, Authors: Jason Jordan, Michelle Vazzana.
The Challenger Sale: Taking Control of the Customer Conversation, 1st Edition, ISBN-13: 978-1591844358, Authors: Matthew Dixon, Brent Adamson
Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives, 1st Edition, ISBN-13: 978-0470142516, Author: Keith Rosen
Course Learning Outcomes
- Explain the principles of sales management, including sales planning, forecasting, and territory management.
- Develop and implement effective sales strategies to achieve organizational goals and enhance customer relationships.
- Evaluate and manage the sales process, including prospecting, negotiation, and closing techniques.
- Analyze sales performance using key metrics and apply data-driven insights to improve sales outcomes.
- Demonstrate leadership skills in recruiting, training, motivating, and managing a sales team.
Core Area Distribution
Teaching Methods
Assessment & Evaluation
ECTS / Workload
| Activity | Quantity | Duration (h) | Total Workload |
|---|---|---|---|
| Course Duration (Including Exam Week) | 16 | 3 | 48 |
| Out of Class Study Period | 16 | 3 | 48 |
| Midterm | 0 | 0 | 0 |
| Quiz | 0 | 0 | 0 |
| Assignment | 1 | 15 | 15 |
| Practice | 1 | 15 | 15 |
| Final | 1 | 2 | 2 |
Course Schedule
| Week | Subject | Preparation |
|---|---|---|
| 1 | The concept of selling, and the types of selling job. | Not available |
| 2 | The role of selling in Marketing | NA |
| 3 | Channel selection | NA |
| 4 | Sales techniques used in industrial, commercial, service, public authority settings | NA |
| 5 | The concept resale selling | NA |
| 6 | Distinction between showroom and retail selling | NA |
| 7 | Personal characteristics" of a salesperson | NA |
| 8 | Midterm | Midterm |
| 9 | Techniques of sales force selection. . | NA |
| 10 | The importance of technical knowledge for a salesperson | NA |
| 11 | Career structure for a salesperson | NA |
| 12 | Differences between consumer and organizational buyer behavior | NA |
| 13 | The importance of buying notices and moods | NA |
| 14 | Finding a decision taker | NA |
| 15 | Sales ethics | NA |
| 16 | Final Exam | Final Exam |