Sales and Selling ManagementModule Details

The course provides students with an understanding of the concept and principles of Sales and Sales Management. It encourages students to develop the necessary skills for planning a Sales Presentation and provides them with the necessary skills for Managing the Sales Force. It also

enables them to understand Customer Relationship Management. and its importance in making strategic decisions. The course helps students understand the practicalities associated with the Selling and Sales Management Theory Implementation.

At the end of the course students will be expected to:

1) Understand the contribution of sales to the overall promotional mix.

2) Explain the importance of Customer Relationship Management.

3) Develop personal sales skills.

4) Prepare a sales presentation.

5) Understand the implications of sales in the international market.

6) Understand the contribution and importance of the sales unit within the marketing department.

7) Organize an effective sales department.

8) Recruit, motivate, and train the sales force.

9) Compensate and evaluate a sales force.