Sales Management MGNE 4323

Course description:

This module provides students with a comprehensive, practical approach to sales management, and places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues. This course enriches the student with the necessary skills to predict sales and manage sales operations. To this end, students will be introduced to statistical methods used in this field and ways followed in management of personal sales operations.

Course Aims:

Upon completion of the course, students will be able to:
  • To outline the sales department structure.
  • To Study the functions of sales in the marketing field.  
  • To analyze the sales manager’s functions and responsibilities. 
  • To understand the role & nature of personal selling and analyze the role of the sales force. 
  • To identify the key issues in recruiting, selecting, training and compensating sales personnel.
  • To apply the principles of personal selling, and outline the steps of the selling process.
  • To predict sales and manage sales operations

Course outcomes:

By the successful completion of this unit, students will be able to:
  • Understanding the current concepts of sales management.  
  • Be familiar with approaches and methodologies which are applied to the organization of the sales department.
  • Applying these approaches to a variety of business situations.