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    Sales Management - Course Introduction - Syllabus

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    Nguyễn Ngọc Anh Thư
    Sales Management - Lecturer: L.Phuc-Course Introduction - Syllabus

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    Sales Management - Course Introduction - Syllabus

    Uploaded by

    Nguyễn Ngọc Anh Thư
    10 views7 pages
    Sales Management - Lecturer: L.Phuc-Course Introduction - Syllabus

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    Sales Management - Course Introduction - Syllabus (1)

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

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    10 views7 pages

    Sales Management - Course Introduction - Syllabus

    Uploaded by

    Nguyễn Ngọc Anh Thư
    Sales Management - Lecturer: L.Phuc-Course Introduction - Syllabus

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 7

    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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