Sales Management (MKT352)

MKT352 Sales Management covers the complex and challenging responsibilities of sales management in the 21st century. The course structure covers: (1) formulation of the sales programme where the planning of the sales involves an integration with other elements in the marketing strategy; 2) implementation of the sales programme which involves selection, training, development and compensation; and 3) evaluation and control of the sales programme to ensure proper monitoring and evaluation of sales force performance.

• The Role of Selling
• The Marketing Concept
• Consumer vs. Organisational Buyer Behaviour
• Sales Contexts and Customer Management
• Sales Responsibility and Preparation
• Personal Selling Skills
• Key Accounts Management
• Relationship Selling
• Sales Management and Technology
• Recruitment and Selection
• Motivation and Training
• Structuring the Sales Force and Rewards
• Sales Forecasting and Budgeting
• Sales Force Evaluation
• Multi-channel Selling

• Analyse the personal selling function.
• Examine the strategic role of the sales function
• Compare the skills required for selling and sales management
• Discuss the key factors in establishing and maintaining high morale in the sales force
• Develop an effective sales force.
• Appraise performance of the sales force