Unit Code: MGT607

Unit Name: Sales Management

Description: The purpose of this course is to provide students with an understanding of sales force investment and its appropriateness in terms of quantum, structure and capability. This further helps to understand the sales force management process. It helps to assess motivation levels of sales personnel and describe how one can drive extraordinary performance. The course demonstrates how a sales force can better capitalize on new technologies and avoid falling victim to technology-based threats. The course further shows how to encourage the sales force to generate profitable sales and build long term customer relationships without adding excessive complexity to the process. Finally it helps one to learn the steps and phases involved in managing the sales force and gain sufficient knowledge to be able to coordinate sales management processes.

Learning Target Outcomes:

Prerequisite: MGT501 , MGT502

Prerequisite Sentence: or equivalent

Credit Point: 15

Offered In: Semester 2