Sales Management

Course Code: 7041

Instructor: Mr. Waleed Shaibani

Course description.

This course is designed to be a hands-on introduction to selling and sales management. The objective of this course is to have the students develop skills and abilities that allow them to manage their sales territories as their own business, and provide the  students with a set of unique tools that they will develop to enable them to build successful sales and management careers. This course is delivered to students by lectures, presentations. But, due to the COVID-19 Pandemic and the necessity for social distancing, The course has been delivered through online means, these include: PowerPoint presentation that are being posted on the Moodle with audio explanation, Interactive What’s app groups and the like communication means for discussion after each class,  and Project work.

Topics that are covered: Introduction, Personal Selling, Organizational Strategies and the Sales Function, Sales Organization Structure and Salesforce Deployment, Developing Forecasts, Staffing the Salesforce: Recruitment and Selection-Part, Continual Development of the Salesforce: Sales Training, Sales Leadership, Management, and Supervision, Motivation and Reward System Management, Evaluating the Effectiveness of the Organization, and Evaluating the Performance of Salespeople.