SELLING AND SALES MANAGEMENT (2 Credits)

Learning Outcomes:

On succesfull completion of this course, student will be able to: Identify the sales strategic and how to development selling in marketing; Describe consumer buyer behaviour, sales setting, international selling and personal selling skills; Design key account management and IT applications in selling and sales management; Measure sales forecasting, budgeting and sales evaluation.

Topics:

1. Development and role of selling in marketing 1;
2. Sales Strategies;
3. Consumer and Organizational Buyer Behaviour;
4. Sales Setting;
5. International Selling;
6. Sales Responsibilities and Personal Selling Skills;
7. Key Account Management;
8. Relationship Selling;
9. Internet and IT Applications in Selling and Sales Management;
10. Recruitment, Selection, Motivation and Training;
11. Organization and Compensation;
12. Sales Forecasting and Budgeting;
13. Sales Force Evaluation.