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Sales Management - Course Introduction - Syllabus

Sales Management - Lecturer: L.Phuc-Course Introduction - Syllabus

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Nguyễn Ngọc Anh Thư
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24 views

Sales Management - Course Introduction - Syllabus

Sales Management - Lecturer: L.Phuc-Course Introduction - Syllabus

Uploaded by

Nguyễn Ngọc Anh Thư
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PPTX, PDF, TXT or read online on Scribd
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Course Introduction

Sales Management
Sales Management
• Focuses on professional selling • Students majoring in Business
skills, strategic planning and Management and/or Marketing
leadership management at sales may go on to take BA140IU–
function Business Game in the following
• Emphasizes how firms manage semester
their selling functions • practical matters related to
• increased global competition, business portfolio performance
• knowledge management technology, assessment and strategic planning.
• greater cultural diversity,
• and the importance of ethical
responsibilities.
Learning Outcomes
By the end of this course students will :

• Understand of the role of the sales management process in today’s business


environment.
• Describe the personal selling function, and different sales roles.
• Understand the importance of good communication and negotiation
• Understand the importance of the recruitment and selection process to the
wellbeing of the organization.
• Understand motivation and compensation as it applies to the sales force.
• Determine sales force effectiveness and performance.
• Understand of ethical issues involved in personal selling
Textbook

Textbook
• Selling and Sales Management,
11th by David Jobber, Geoffrey
Lancaster and Kenneth Le
Meunier-FitzHugh (2019), ISBN:
978-1292205021
Assessments

Coursework – 30% Exam 70%


• Sales Proposal: 30% • Mid-term: 30%
• Group work • 60 minutes
• Presentation • MCQs
• Proposal • Final: 40%
• 120 minutes
• Open Question
Group Assignment
• Each group of 7-10 students will • Peer assessment
prepare a Sales Proposal and present
it to the assigned buying committee • Role play
teams (assessing groups). • Creative & Interactive Selling
• The assessing team will share their
thoughts on what they like or dislike
about the sales team’s presentation.
• Each assessing group will generate
qualitative feedback backed with
relevant theory on the content,
clarity and communication aspects of
the presentation.
Week Topic Activities
1 Sales Perspectives: The Role of Selling in Marketing
2 Sales Perspectives: Sales Strategies Form Groups
3 Sales Techniques: Sales Responsibilities and Preparation Hand-out Brief
4 Sales Techniques: Key Account Management and Relationship selling
5 Sales Techniques: Personal Selling Skills and Direct Marketing
6 Sales Environment: Consumer and organizational behavior
7 Sales Environment: Sales Settings
8 Revision class

SALES MANAGEMENT
MID-TERM
11 Sales Management: Recruitment and Selection
12 Sales Management: Motivation and Training
13 Sales Management: Organization and Compensation
PRESENTATION
14 Sales Control: Forecasting and Budgeting
15 Sales Control: Salesforce Evaluation
16 International Selling and IT applications in Sales
17 Revision class
FINAL

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