Scribd
Upload
79 views2 pages

Sales Management New

This document outlines a Sales Management course for the Spring 2020 semester at Mohammad Ali Jinnah University Karachi. The 3 credit hour course is taught on Mondays and Wednesdays from 10:00-11:20AM. The course aims to teach students about managing a sales force to maximize performance and covers topics like sales strategies, buyer behavior, sales promotions and recruiting/training salespeople. Student assessment includes a midterm, assignments, and a final exam. The instructor, Mirza Naveed Baig, has scheduled counseling hours and can be contacted by email or phone.

Uploaded by

Mirza Naveed Baig
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
79 views2 pages

Sales Management New

This document outlines a Sales Management course for the Spring 2020 semester at Mohammad Ali Jinnah University Karachi. The 3 credit hour course is taught on Mondays and Wednesdays from 10:00-11:20AM. The course aims to teach students about managing a sales force to maximize performance and covers topics like sales strategies, buyer behavior, sales promotions and recruiting/training salespeople. Student assessment includes a midterm, assignments, and a final exam. The instructor, Mirza Naveed Baig, has scheduled counseling hours and can be contacted by email or phone.

Uploaded by

Mirza Naveed Baig
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
You are on page 1/ 2

Mohammad Ali Jinnah University Karachi

(COURSE OUTLINE)

Program BBA-MBA (Morning)


Semester SPRING - 2020
Course Code MG4250
Course Sales Management
Section AM
Google Classroom Code uzc2y74
Prerequisite(s) Principles of Marketing
Marketing Management
Credit Hrs. 3
Course Facilitator Mirza Naveed Baig
Class Day(s) & Timing Mondays and Wednesdays 10:00AM ~ 11:20AM
Books Recommended  Selling and Sales Management- David Jobber

Course Description:
This course is designed for students interested in a career in professional selling and sales management. The
course is concerned with how to manage a sales force with the objective of maximizing overall sales
performance in terms of both effectiveness and efficiency.

Course Objectives:
Upon successful completion of this course, the student will be able:
1. To develop an in-depth understanding of the tools and techniques used in sales management today.
2. To understand the basic functions of sales force management as well as theories and concepts about
appropriately managing the sales function to attain firm marketing objectives.
3. To improve student critical thinking and communication skills via in class discussion of assigned
readings, cases and preparation of written assignments.
4. To improve problem solving skills via the application of theories and concepts studied to practical
business situations.

Learning Outcomes:
1. Demonstrate an understanding of the role that a Salesforce plays in marketing strategies
2. Describe the selling process, understand the factors that affect Salesforce success,
3. Identify and explain the processes involved in recruiting, selecting, training, motivating,
compensating, and retaining salespeople
4. Design a sales presentation that is tailored to a potential buyer’s needs

Student Assessment and Marks Distribution:


Undergraduate Graduate
S. No. Assessments
(16 Years Programs) (18 Years Programs)
1 Midterm Examination 20 % 20%
Assignments, Quizzes,
2 30% 30%
Projects, etc.
3 Final Exam 50% 50%
Mohammad Ali Jinnah University Karachi
(COURSE OUTLINE)

Session wise Course Breakdown


Lecture No. Topic Reading Assignments
(Per Week)
1 Development and role of selling in marketing Chapter 1

2 Types of selling, Image of selling Chapter 1


The nature and role of sales management

3 Sales strategies Chapter 2

4 The planning process, Establishing marketing plans Chapter 2

5 Consumer and organisational buyer behaviour Chapter 3

6 Factors affecting the consumer decision-making Chapter 3


process Organisational buyer behaviour

7 Environmental and managerial forces that Chapter 4


impact on sales, Sales channels

8 Sales Promotions, Public Relations Chapter 4

Mid Term Exam

9 Sales responsibilities and preparation Chapter 7

10 Personal selling skills Chapter 8

11 Relationship Selling Chapter 10

12 Recruiting and Selecting Personnel Chapter 13

13 Sales Training Chapter 13

14 Motivating and Compensating Salespeople Chapter 14 and 15

15 Establishing sales territories Chapter 15

16 Sales Project Evaluation -

Final Exam

Counseling Hours (Teacher’s Availability in Office):


Monday Tuesday Wednesday Thursday Friday Saturday Sunday

Timing 08:45AM - 09:45AM 09:00AM-11:00AM 08:45AM - 09:45AM 09:00AM-11:00AM 04:15PM - 04:45PM


OFF OFF
01:00PM – 02:30PM - 01:00PM – 02:30PM - 07:30PM – 08:00PM

Course Instructor: Mirza Naveed Baig


Email: [email protected]
Phone: 021 34311325 Ext: 160
(Instructor’s Signature)_________________________

You might also like