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Professional Selling
Management
Credit Hours: 3
Prerequisite: MKT 301
and
Email: hkokash@psu.edu.sa
Phone:
Sales
01 494 8542
Course Description:
This course introduces the students to the selling and sales management
concept, is designed to benefit students across multiple disciplines, and to
provide them with an integrated framework useful for understanding the
role of personal selling within the context of marketing strategies.
Emphasis is placed on the following principles of sales force
management: Creating value with relationship selling, formulating and
evaluating sales strategy, recruitment, training, motivation, performance
evaluation, and sales force structure.
A successful completion of the course should enable the student to
understand activities and problems of managing self and other by
covering sales force management concept, and extensively, by
contributing to the process of development and implementation of the
major components of personal selling strategy and of the development of
a presentation strategy as well.
Course Objectives:
15%
15%
40%
10%
10%
10%
Course Contents
Week
1-2
2-3
5-6
Topic
Reed selected from Chapters 1 & 2:
Developing a Personal selling Philosophy:
Relationship Selling Opportunities in the information
Economy.
Evolution of Selling Models that complements the
Marketing Concept.
Read Selected from Chapters 6 & 7:
Developing a product strategy that creates value.
Product-Selling Strategies that Add Value.
Chapter
1-2
10
11
15
Final Exam
6-7
12
13
14
17