Singapore University of Social Sciences

Sales Management

Sales Management (MKT352)

Synopsis

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.

Level: 3
Credit Units: 5
Presentation Pattern: Every July

Topics

  • Introduction to Sales Management and its Evolving Roles
  • The Selling Process
  • Sales Forecasting and Budgeting
  • Sales Force Planning and Organising
  • Recruiting and Selecting the Sales Force
  • Training the Sales Force
  • Sales Force Leadership
  • Sales Force Motivation
  • Sales Force Compensation
  • Sales Volume, Costs, and Profitability Analysis
  • Sales Force Performance Evaluation
  • Ethical sales practices

Learning Outcome

  • 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
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