Week

                                Topics and Readings

      1.

 Introduction to Sales and Selling: Background, Nature, and Role of Selling, Characteristics of  modern selling, Success factors for professional salespeople

      2.

 Introduction to Sales and Selling: Types of selling, Image of Selling, The nature and role of sales management, The marketing concept, Implementing the marketing concept, Relationship between sales and marketing

      3.

 Sales Strategies: Sales and marketing planning, The planning process

      4.

 Sales Strategies: Establishing marketing plans, The place of selling in the marketing plan

      5.

 Consumer and Organizational Buyer Behavior: Differences between consumer and organizational buying, Consumer buyer behavior

      6.

 Consumer and Organizational Buyer Behavior: Process of Consumer Buying Behavior, Factors affecting the consumer decision-making process, Organizational buyer behavior, Relationship management

      7.

 Sales Settings: Environmental and managerial forces that impact on sales, Sales channels

Industrial/commercial/public authority selling,

     8.

Sales Settings: Selling for resale, Selling services, Sales promotions, Exhibitions, Public Relations

                                                     MID TERM EXAMINATION

      9.

 International Selling: Introduction, International selling at the company level, Cultural factors in international selling, Organization for international selling, Pricing

     10.

 Sales responsibilities and preparation: Sales responsibilities, Preparation, Practical exercise: The O’Brien Company

     11.

 Personal selling skills: Introduction, The opening, Need, and problem identification, The presentation, and demonstration Dealing with objections, Negotiation, Closing the sale, Follow-up

     12.

Store Management, Field Sales Management, Sales Management in retail settings

     13.

Recruitment and selection: The importance of selection, Preparation of the job description and specification, Identification of sources of recruitment and methods of communication, Designing an effective application form and preparing a shortlist, The interview, Supplementary selection aids

     14.

 Motivation and training: Motivation, Leadership, Training, Practical exercise: Selling fountain pens

     15.

 Organization and compensation: Organizational structure, Determining the number of salespeople, Establishing sales territories, Compensation

     16.

 Sales forecasting and budgeting, Salesforce evaluation

                    FINAL TERM EXAMINATION