(C) Learning Outcomes

Upon completion of this course, students will be able to learn

1. Sales Perspective

  • Development and role of Selling in Marketing, Sales Strategies

2. Sales Environment

  • Consumer and Organizational Buyer Behavior, Sales Settings, International Selling, Law and Ethical Issues

3. Sales Techniques

  • Sales Responsibilities and Preparation, Personal Selling Skills, Key Account Management, Internet and IT Applications in Selling and Sales Management

4. Sales Management

  • Recruitment and Selection, Motivation and Training, Organization and Compensation

5. Sales Control

  • Sales Forecasting and Budgeting, Salesforce Evaluation