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BBA 3221 Sales Management

The BBA 3221 Sales Management course basically introduce a modern and practical sales management method. The focus is on the sales manager as a strategic partner of the company, including assessing leadership, technology, motivational skills, and ethical issues to help create an effective personal selling process.

Sales management is defined as planning, directing and controlling personal sales, including recruitment, selection, equipment, distribution, routing, control, payment and incentives, as these tasks apply to individual sales groups.

Initially, sales management was related to the direction of the sales team. Later, in addition to personal sales management, the term has taken on a broader meaning. Sales management is especially useful for achieving a company's marketing goals. Sales managers set their personal sales goals and formulate personal sales policies and strategies.

Course objectives:

  • Explain strategic sales management.
  • Describe the methods of recruiting, selecting, hiring and training sales personnel.
  • Track the evolution of the salesperson's role as the business consultant.
  • Discuss the role of vision in leading and motivating salespeople.
  • Define the role of the sales manager in forecasting sales, budgeting and managing sales regions.
  • Explain the methods used by salespeople to evaluate the performance of individual salespeople.
  • Explore the ethical situations faced by sales staff and sales managers.

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