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 Demonstrate an understanding of the core subfields of psychology — including but not limited to clinical, developmental, cognitive, social, and biological/neuroscientific psychology — and their interconnections with other scientific disciplines, critically evaluating the value of a multidisciplinary approach to scientific inquiry in psychology.
2. P02 Apply scientific methods, research techniques, measurement and psychometric principles (e.g., reliability, validity, scale development/adaptation), and quantitative/statistical reasoning to investigate psychological phenomena, recognizing methodological strengths, limitations, common reasoning fallacies, and the flaws of pseudoscience.
3. P03 Employ logical, intuitive, and creative thinking to analyze psychological concepts, evaluate theories (including their historical and philosophical development), synthesize information, and solve complex problems related to cognition and behavior.
4. P04 Integrate psychological theories and findings into practical settings (e.g., business, policy, clinical/counseling contexts, and daily life), applying foundational applied skills such as interviewing, observation, and case formulation, drawing meaningful conclusions to inform individual, organizational, and societal practices.
5. P05 Describe key ethical principles in psychological research and practice, critically applying these principles to dilemmas across academic, professional, and everyday contexts.
6. P06 Recognize how individual differences (e.g., beliefs, values, backgrounds) impact behavior and relationships; use psychological knowledge to prevent or resolve intercultural and interpersonal conflicts and promote inclusive, respectful interactions.
7. P07 Exhibit self-regulation and self-awareness, demonstrating a commitment to psychological well-being, effective time management, constructive incorporation of feedback, and ongoing personal and professional development.
8. P08 Collaborate effectively in diverse teams, demonstrating responsibility, bias awareness, conflict resolution skills, and leadership in achieving collective goals.
9. P09 Communicate psychological knowledge clearly and appropriately for academic, professional, and public audiences using inclusive language, both in written and oral formats, and by accurately summarizing and presenting research findings.
10. P10 Use information and communication technologies (including AI and digital media) responsibly and effectively for research, collaboration, and the dissemination of psychological knowledge.
11. P11 Embrace lifelong learning and adaptability in response to evolving psychological knowledge and societal needs, engaging with global perspectives and demonstrating intercultural awareness.

Po-Lo Matrix