Sales Management (BUSB-421)

Introduction:

There are two primary purposes for the Sales Management course: 1-To gain a solid understanding of professional B2B sales including its planning and staffing, structure, and evaluation 2- To understand how to manage and motivate a professional B2B sales force from the perspectives of a sales manager (authority) and a marketing manager

Learning Outcomes:

Upon completion of the course, students will be able to understand, design, and manage the role of salespeople and sales forces in the marketing strategies of organizations

Recommended Books:

1.    Sales Management, 6th edition, by Charles M. Futrell

2.    Management of Sales Force. 11th edition (2003). Irwin/McGraw-Hill. Spiro, Stanton & Rich

Evaluation System:

Mid Term Exam = 30 Marks

Final Term Exam = 50 Marks

Sessional = 20 Marks (Based on Attendance, Assignments, Quiz, Projects, Class Participation, etc)

Key Dates and Time of class Meeting:

Date (Days): Wednesday, Thursday

Time: 02:30PM to 04:00PM

Course Material

Other Courses by Ch. Abid Bin Shakir