SALESMANSHIP AND MERCHANDISING* (3 Credits)

Learning Outcomes:

On successful completion of this course, students will be able to: Develop strategic salesmanship and merchandising; Analyze market and Evaluation Opportunities in The Changing Marketing Environment; Analyze sales people and merchandising elective; Create competitive advantages through selling and merchandising strategies; Analyze competition on global market and business environment through merchandising.

Topics:

1. Introduction to Sales Management;
2. The Sales Function and Multi-Sales Channels;
3. Leadership and the Sales Executive;
4. Ethics, the Law, and Sales Leadership;
5. Business-to-Business (B2B) Sales and Customer Relationship Management;
6. Designing and Organizing the Sales Force;
7. Recruiting and Selecting the Right Salespeople;
8. Training and Developing the Sales Force;
9. Supervising, Managing, and Leading Salespeople Individually and in Teams;
10. Setting Goals and Managing the Sales Force’s Performance;
11. Visual Merchandising and Where to Display;
12. What to Use for Successful Displays and Display Techniques;
13. Visual Merchandising and Planning.