Sales Management

DESCRIPTION:
Sales force management, the professional selling processes, the relationship between sales and marketing, account and territory management, sales strategies and customer relationship management in different contexts.

RATIONALE: 
The purpose of this course is to provide an understanding of the concepts and theories pertaining to sales management and to sales channels as well as their importance in the successful implementation of marketing strategies. The course contributes marketing students’ knowledge and skills planning, organizing and evaluating sales management.

LEARNING OUTCOMES: 
1. Demonstrate understanding of professional B2B sales environment, including its planning, organizational structure, and evaluation.
2. Critically evaluate the importance of effective personal selling and the strategic role of salespeople in the implementation of a company’s marketing strategy.
3. Demonstrate critical awareness of current problems in sales management.
4. Analyze sales management frameworks and the selling process in different business to business environments.

METHOD OF TEACHING AND LEARNING:
In congruence with the teaching and learning strategy of the college, the following tools are used:
- Class lectures, extensive use of examples from the local and international business environment to highlight application of key sales management concepts.
- Analysis and discussion of short cases and problems in class that focus on personal selling issues as well as specific sales management issues related to the content of each chapter.
- Office Hours: Students are encouraged to make full use of the office hours of their instructor, where they can ask questions and go over lecture material, or case studies.
- Use of a Blackboard learning platform, where instructors post lecture notes, assignment instructions, timely announcements, as well as additional resources.