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 Should have sufficient knowledge in mathematics, science, and subjects specific to the relevant engineering discipline.
2. P02 Should have the ability to use theoretical and applied knowledge in mathematics, science, and related engineering disciplines in complex engineering problems.
3. P03 Should have the ability to detect, define, formulate, and solve complex engineering problems.
4. P04 Should have the ability to select and apply appropriate analysis and modeling methods to solve complex engineering problems.
5. P05 Should have the ability to design a complex system, process, device, or product to meet specific requirements under realistic constraints and conditions.
6. P06 Should have the ability to apply modern design methods.
7. P07 Should have the ability to develop, select, and use modern techniques and tools necessary for the analysis and solution of complex problems encountered in engineering applications.
8. P08 Should have the ability to use information technologies effectively.
9. P09 Should have the ability to design experiments, for the study of complex problems or discipline-specific research topics.
10. P10 Should have the ability to conduct experiments, collect data, analyze and interpret results for the study of complex problems or discipline-specific research topics.
11. P11 Should have the ability to work in intradisciplinary teams.
12. P12 Should have the ability to work in interdisciplinary teams.
13. P13 Should have the skills to work individually.
14. P14 Should have the ability to communicate effectively verbally and in writing.
15. P15 Should have the knowledge of at least one foreign language.
16. P16 Should be able to write effective reports, understand written reports, and prepare design and production reports.
17. P17 Should have the ability to make effective presentations.
18. P18 Should have the ability to give and have clear and understandable instructions.
19. P19 Should gain consciousness (awareness) about the necessity of lifelong learning.
20. P20 Should have the ability to access information.
21. P21 Should have the ability to follow developments in science and technology and constantly renew himself/herself.
22. P22 Should gain the awareness of professional and ethical responsibility and should act in accordance with ethical principles.
23. P23 Should gain knowledge about the standards used in engineering applications.
24. P24 Should gain knowledge about project management, risk management, and change management practices in business life.
25. P25 Should gain awareness about entrepreneurship, and innovation.
26. P26 Should gain knowledge about development in sustainability.
27. P27 Should gain knowledge about the effects of engineering practices on health, environment, and security at universal and social dimensions and the problems of the age reflected in the field of engineering.
28. P28 Awareness should be gained about the legal consequences of engineering solutions.

Po-Lo Matrix