SALES MANAGEMENT

Course Description

The main purpose of this course is to prepare students to become effective sales managers in today’s hyper-competitive environment and global economies —by integrating current smart technologies, research and development activities, and strategic thinking skills in applying real industry. This course will enable students to gather data and information about sales management as major business function with an overview of the sales perspective, sales environment, sales technique and sales control. This course covers the topics such as what must still be the most important element of the marketing mix for the students and practitioners. This course provides the basis for the consistent cadence of sales inspections for creating a selling quality and excellence which help the students to develop their understanding against role-base competencies.

SALES MANAGEMENT

Evaluation Tools (Active Term)

No evaluation items have been defined.

Course outcomes

No course outcomes have been defined yet.

Course Syllabus

Reference Books & Course Materials

1. 01 Jobber, D., Le Meunier-Fitzhugh & Lancaster, G. (2019). Selling and Sales Management, 11th edition. Pearson Education.

Learning Outcomes

1. L01 Explain Characteristics of modern selling SOLO 3
2. L02 Developing inside and Outside-in sale planning model SOLO 5
3. L03 Explain Organizational Buying Features SOLO 3
4. L04 Design communication process SOLO 5
5. L05 Hypothesize factor Influence selling process SOLO 5
6. L06 Explain sales rules and regulations SOLO 3

Program Outcomes

1. P01 PO1: Engaged in insightful thinking leading to self-learning and lifelong learning.
2. P02 PO2: Established a general knowledge of economics sufficient to work independently through specific learned techniques generated via individual efforts and study.
3. P03 PO3: Reached the required knowledge and skills to understand social, economic and legal issues both within national, international and global contexts and apply theoretical knowledge of economics to practice.
4. P04 PO4: Adopted the ability to critically evaluate, analyze and interpret information gathered through the use of related statistical software programs to suggest creative solutions for economic problems and make relevant economic decisions.
5. P05 PO5: Been aware of gathering and analyzing data through the application of appropriate technological tools in an ethical and safe manner in order to generate economic decisions and policy suggestions.
6. P06 PO6: Been equipped with conceptual and analytical skills essential for team-working and collaborations for economic decision making for a variety of economic concepts in national and global environment.
7. P07 PO7: Endowed with both oral and written communication skills within the economic field to effectively study and work in an international environment
8. P08 PO8: Been able to transfer theoretical knowledge to real life economic environment: to generate policies for microeconomic and macroeconomic problems faced by individuals, firms and governments at national, international and global context.
9. P09 PO9: Developed an ability to apply economic analysis to everyday problems in real world through the development of ethical perspectives and social responsibilities at work and in personal life.

Po-Lo Matrix