Sales Management

Learning Outcomes

Upon successful completion of the course, students are expected to be able to apply comprehensive sales management approaches in business decisions; demonstrate an understanding of sales function in contributing an immediate business performance; display effective verbal and written communication skills.

Topics

This course covers sales and distribution management. The sales management will be divided in two parts, the selling skill and the sales force management. The sales or selling skill is important not only for sales or marketing manager, but for ALL managers, since one of the managers’ jobs in the company is presenting or selling ideas to either bosses or team members. As for entrepreneurs, selling skill is ultimately important, since they would have to start selling their ideas to get funding and to start their selling activities.

In sales management, students will be exposed to the concept and strategy development for sales force, and also how to form a sales force, covering different selling targets: direct selling (to consumer), direct marketing, wholesale & retail selling & B to B type of selling. Distribution management is an important part of the strategy.