Singapore University of Social Sciences

Sales Management

Sales Management (MKT352)

Synopsis

MKT352 Sales Management covers the complex and challenging responsibilities of sales management in the 21st century. The course structure covers: (1) formulation of the sales programme where the planning of the sales involves an integration with other elements in the marketing strategy; 2) implementation of the sales programme which involves selection, training, development and compensation; and 3) evaluation and control of the sales programme to ensure proper monitoring and evaluation of sales force performance.

Level: 3
Credit Units: 5
Presentation Pattern: Every July

Topics

  • The Role of Selling
  • The Marketing Concept
  • Consumer vs. Organisational Buyer Behaviour
  • Sales Contexts and Customer Management
  • Sales Responsibility and Preparation
  • Personal Selling Skills
  • Key Accounts Management
  • Relationship Selling
  • Sales Management and Technology
  • Recruitment and Selection
  • Motivation and Training
  • Structuring the Sales Force and Rewards
  • Sales Forecasting and Budgeting
  • Sales Force Evaluation
  • Multi-channel Selling

Learning Outcome

  • Analyse the personal selling function.
  • Examine the strategic role of the sales function
  • Compare the skills required for selling and sales management
  • Discuss the key factors in establishing and maintaining high morale in the sales force
  • Develop an effective sales force.
  • Appraise performance of the sales force
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