Selling and Sales Management
Learning Outcomes
On successful completion of this course, students will be able to: Describe the sales strategic and how to development selling in marketing; Interpret consumer buyer behaviour, sales setting, international selling and personal selling skills; Analyze key account management and IT applications in selling and sales management; Arrange sales forecasting, budgeting and sales evaluation.
Topics
- Development and Role of Selling in Marketing
- Sales Strategies
- Consumer and Organizational Buyer Behaviour
- Sales Setting
- International Selling
- Sales Responsibilities and Personal Selling Skills
- Key Account Management
- Relationship Selling
- Internet and IT Applications in Selling and Sales Management
- Recruitment, Selection, Motivation, and Training
- Organisation and Compensation
- Sales Forecasting and Budgeting
- Sales Force Evaluation
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