ISL 411 - Sales Management

Faculty of Business and Management Sciences · Business Administration · Undergraduate

ECTS: 5 T+P+L: 3+0+0 Departmental Elective
Coordinator:

Course Objective

Selling and Sales Management develops a basic knowledge and understanding of Selling, selling functions, and the role of sales force. Students should therefore be able to understand the selling process, Role of the sales manager, and the Characteristics of sale personnel at the end of the semester work.

Course Content

  1. The concept of selling, and the types of selling job.
  2. The role of selling in Marketing.
  3. Channel selection
  4. Sales techniques used in industrial, commercial, service, public authority settings.
  5. The concept resale selling.
  6. Distinction between showroom and retail selling.
  7. Personal characteristics" of a salesperson.
  8. Techniques of sales force selection.
  9. The importance of technical knowledge for a salesperson.
  10. Career structure for a salesperson.
  11. Differences between consumer and organizational buyer behavior.
  12. The importance of buying notices and moods.
  13. Finding a decision taker.
  14. The importance of the decision making unit.
  15. The effects of the consumerist movement
  16. Sales ethics

Course Learning Outcomes

  1. Explain the principles of sales management, including sales planning, forecasting, and territory management.
  2. Develop and implement effective sales strategies to achieve organizational goals and enhance customer relationships.
  3. Evaluate and manage the sales process, including prospecting, negotiation, and closing techniques.
  4. Analyze sales performance using key metrics and apply data-driven insights to improve sales outcomes.
  5. Demonstrate leadership skills in recruiting, training, motivating, and managing a sales team.

Core Area Distribution

(34) Business and Administration%100