Scribd
Upload
4 views

Sales Course Guide

The document outlines the Sales Management course (MKT 2052) as part of the BA in Marketing program, focusing on the management of salespeople and contemporary issues in sales management. It includes course objectives, a detailed schedule of topics, and assessment methods. The course aims to develop students' understanding of sales management principles, strategic planning, and performance evaluation.

Uploaded by

Belay Adamu
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
4 views

Sales Course Guide

The document outlines the Sales Management course (MKT 2052) as part of the BA in Marketing program, focusing on the management of salespeople and contemporary issues in sales management. It includes course objectives, a detailed schedule of topics, and assessment methods. The course aims to develop students' understanding of sales management principles, strategic planning, and performance evaluation.

Uploaded by

Belay Adamu
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
You are on page 1/ 4

Program Marketing Management

Course Code MKTM 2052


Course Title: Sales Management
Degree program BA in Marketing
Module Name Sales and channel management
Module No. 05
ECTS Credit 6
Contact hours Lecture Tutorial Lab/Practical Home Total
(per week) study
4 8 12
Lecture days,
Hours and Room:
Tutorial/Lab days
& Hours
Target Group: Marketing Management Students
Year/Semester Year II semester II
Status of the Compulsory/core
course

Course Description
The course aims at providing students with an overview of the most recent concepts related to
the management of salespeople. This course will cover contemporary issues related to the
management of professional salespeople. Topics related to strategic management, motivating and
inspiring sales people will be covered. Other human resource aspects will be discussed in this
course including sales force orientation, organizing, staffing, selecting and hiring. Moreover,
topics like sales planning and evaluation of sales performance will also be covered in this course.

Course Objectives
The learning objectives for this course are:
1) To look at and review basic concepts and principles of sales management
2) To develop an understanding of the new role of professional sales people and sales
managers
3) To expose the students to case studies related to the field of sales management
Schedules of lecture time, Topics and Reading materials
Week Lectu Conceptual focus Activities/ Reading
re tasks
Hrs.
Chapter One: Introduction to Sales Lecture Futrell, Charles
4 Management and class M,
1.1 What is Sales Management? discussion Sales
1.2 The Five Functions of Sales Managers Management;
1.3 Major Parts of an Organizational Teamwork,
System Leadership, and
1.4 How Does One Become a Sales Technology. 6th
Manager? Ed.
1.5 Sales Management Skills
Chapter Two: Building Relationships Lecture, Futrell, Charles
through Strategic Planning reading M, Sales
3 2.1 Importance of Corporate Planning assignment Management;
2.2 Relationship Marketing and the Sales s and class Teamwork,
discussion Leadership, and
Technology. 6th
Ed

Chapter Three: Forecasting Market Lecture, Futrell, Charles


Demand, Sales Budgets, and Sales Quotas reading M,
10 3.1. Forecasting Market Demand assignment Sales
3.2. The Forecasting Process s and class Management;
3.3. Sales Forecasting Methods discussion Teamwork,
3.4. The Sales Manager’s Budget Leadership, and
3.5. What is Quota? Technology. 6th
3.6. Why are Quotas Important? Ed
3.7. Types of and Methods
for Setting Sales Quotas
Chapter Four: Planning for and Recruiting Lecture, Futrell, Charles
Successful Salespeople reading M,
4 4.1. The recruitment process assignment Sales
hours 4.2. Job Analysis s and class Management;
4.3. Manpower Planning discussion Teamwork,
4.4. Job Descriptions Leadership, and
4.5. Job Specifications Technology. 6th
4.6. Sources of Sales Recruits Ed
4.7. Problems in Screening Applicants
4.8. Selecting Applicants
Chapter Five: Choices in Sales Force Lecture, Futrell, Charles
Organization reading M,
5.1. Principles of Organization assignment Sales
5.2. Types of Sales Organization s and class Management;
5.3. Determining the Kind of Sales Personnel discussion Teamwork,
5 5.4. Choice of Basic Selling Style Leadership, and
hours 5.5. Determining the Size of the Sales Force Technology. 6th
Ed

Chapter Six: Training the Sales Team Lecture, Futrell, Charles


3 6.1 What is Sales Training? reading M,Sales
hours 6.2 Importance of Sales Training assignment Management;
6.3 Methods of Sales Training s and class Teamwork,
discussion Leadership, and
Technology. 6th
Ed

Chapter Seven: Compensating Lecture, Futrell, Charles


(Remunerating) Salespeople reading M,
6 7.1. Need for Sound Remuneration Plan assignment Sales
hours 7.2. Functions of Compensation s, case Management;
(Remuneration) Plan studies Teamwork,
7.3. Importance of Compensation Leadership, and
7.4. Factors Affecting Remuneration Plan Technology. 6th
7.5. Methods of Compensation Ed
Chapter Eight: Evaluation and Control of Lecture, Futrell, Charles
Salespeople reading M,
7 8.1. Performance Appraisals – what are assignment Sales
hours they? s, case Management;
7.2. Performance Appraisal Processes and studies Teamwork,
Procedures Leadership, and
7.3. Rules for Performance Appraisals Technology. 6th
Ed

6hour Chapter Nine : Professional Selling Process


s 9.1. Prospecting
9.2. Pre-approaching
9.3. Approaching
9.4. Sales Presentation
9.5. Handling Objections
9.6. Closing the sales
9.7. Follow up and relationship building
Final Exam Date

Mode of Delivery
Semester based
Teaching Methodology
The course will be offered through mix of lectures, discussions, reading and writing assignments.
Assessment Methods
Assessment Methods: Assessment types Topics Schedule Weight
 Continuous Assessment (%)
(50%) 1st Quiz Chapter One &Two 10%
 Final Exam. (50%) Individual Assignment & Chapter Two & Three 10%
Presentation
1st test Chapter Four 10%
Group assignment & Chapter Five, Six & seven 10%
presentation
2nd Test Six & seven 10
Final Exam From all chapters 50%

References:
Futrell, Charles M, (2001). Sales Management; Teamwork, Leadership, and Technology. 6th Ed.
Harcourt College Publishers.

You might also like