Course Description

• Basic definitions and concepts

1. Introduction to personal selling and sales management
2. Communication and techniques

• Sales management and the role of sales in an organization

1. What is sales management?
2. The strategic importance of sales
3. Planning, monitoring and coaching

• Purchase and sales process

1. Individual and companies’ sales and purchasing processes
2. Sales activities and methods
3. The sales process step by step

• Sales as part of the marketing and competitive strategy

1. Basic strategy
2. ICT and sellers as a company’s market intelligence system
3. Strategies for pricing

• Customer Relationship Management

1. What is CRM?
2. Coordinating personal sales and CRM

• The organization of sales efforts

1. The purpose of a sales organization
2. Structures and key account management

• Sales behavior

1. Cognitive strategies
2. Motivation theories

• Sales models and techniques

1. Situation clarification, problem definition, impact and cost assessments
2. Solutions, benefits and profit

• Sales training and compensation models

1. Goals and purpose
2. Training programs and exercises
3. Different types of compensation plans

• Monitoring sales plans

1. Reviewing allocated costs and revenues
2. Communication, management and monitoring of deviations

Assessment Methods

4-hour written examination.

Minor adjustments may occur during the academic year, subject to the decision of the Dean