Singapore University of Social Sciences

Sales Management

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.

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


  • 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

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
Back to top
Back to top