Course Description
The course introduces expanded management activities as the basics of personal selling as one of the most important functions of marketing in the organization. This course begins with a brief review of the functions of sales and management stages of the sales process. This is followed by a detailed study of the fundamentals of the performance of the main functions of a sales’ director that are the organization of sales management, hiring a sales workforce, sales planning activities and control.
Course Aims
By of the end of this course students will be able to:
- Plan and organize sales force.
- Develop sales force.
- Guide and motivate sales forces.
- Monitor and follow-up sales force
- Analyze sales, costs and profit.
- Manage relations between sales and other departments in the facility.
Course Contents:
- Functions and the importance of sales management.
- Sales Management role within the marketing and promotional activities undertaken by the organization.
- Stages of the sales process.
- Social and ethical function that personal selling and sales management from an Islamic perspective in Saudi society.
- Developing and directing forces.
- Planning control of sales forces.
Course ID: MRKT140
| Credit hours | Theory | Practical | Laboratory | Lecture | Studio | Contact hours | Pre-requisite | 4.50 | 4.50 | 4.5 | MRKT101 |
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