Scribd
Upload
39 views2 pages

Course Outline: Programme Department

This document outlines the course details for a Sales Management course in the Diploma in Marketing Management program. The course aims to help students understand key concepts and theories of sales management, recognize its importance, and apply the knowledge through activities and evaluating real organizations. Students will learn through lectures, assignments, case studies, role plays and presentations. Their performance will be evaluated based on exams and assignments. Recommended reading materials are also included. The course will cover various topics related to sales management over 14 lessons based on chapters from the recommended texts.

Uploaded by

akila uthpala
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOC, PDF, TXT or read online on Scribd
39 views2 pages

Course Outline: Programme Department

This document outlines the course details for a Sales Management course in the Diploma in Marketing Management program. The course aims to help students understand key concepts and theories of sales management, recognize its importance, and apply the knowledge through activities and evaluating real organizations. Students will learn through lectures, assignments, case studies, role plays and presentations. Their performance will be evaluated based on exams and assignments. Recommended reading materials are also included. The course will cover various topics related to sales management over 14 lessons based on chapters from the recommended texts.

Uploaded by

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

Course Outline

Programme Diploma in Marketing Management


Department Department of Marketing Management
Faculty of Management Studies & Commerce
University of Sri Jayewardenepura
Course Title Sales Management
Course Code DMM 2303
Medium English
Intended After successfully completing this course you should be able to:
Learning
Outcomes ILO 1 Define concepts, principles, theories, and key terms of Sales Management
(ILO)
and Retail Marketing
ILO 2 Recognize the role and importance of Sales Management in present
organizations
ILO 3 Describe and demonstrate knowledge of sales management through learning
activities
ILO 4 Apply the knowledge gathered through the subject in real life situations
ILO 5 Evaluate the effectiveness of sales programmes of contemporary
organizations
ILO 6 Develop sales and retail marketing programmes for local organizations

Methodology  Lectures
 Industry based assignments
 Case Analysis
 Role plays
 Presentations

Scheme of  Examination based - 60 marks


evaluation  Assignment based - 40 marks

Recommended 1. Rosann Spiro, Greg Rich and William Stanton (2008),


Texts Management of a Sales Force, 12th Edition, Irwin McGraw-Hill. New Jersy.

2. Sales Management: Analysis and Decision Making


8th Edition; Ingram, LaForge, Avila, Schwepker, Jr., Williams

Course Dr. D.N. Jayantha


Facilitators Mr. W.P.S.H. Tissera
Lesson Plan of the Course

Topic

Topic 1: The Field of Sales Force Management


(Refer Chapter 1 of the recommended text)
Topic 2: Strategic Sales Force Management
(Refer Chapter 2 of the recommended text)
Topic 3: The Personal Selling Process
(Refer Chapter 3 of the recommended text)
Topic 4: Theories of Selling

Topic 5: Sales Force Organization


(Refer Chapter 4 of the recommended text)
Topic 6: Profiling and Recruiting Sales People
(Refer Chapter 5 of the recommended text)
Topic 7: Selecting and Hiring Sales People
(Refer Chapter 6 of the recommended text)
Topic 8: Sales Training Programmes
(Refer Chapter 7 of the recommended text)
Topic 9: Motivating a Sales Force and Sales Force Compensation
(Refer Chapters 8 and 9 of the recommended text)
Topic 10: Sales Force Quotas and Expenses
(Refer Chapter 10 of the recommended text)
Topic 11: Forecasting Sales and Developing Budgets
(Refer Chapter 12 of the recommended text)
Topic 12: Sales Territories
(Refer Chapter 13 of the recommended text)
Topic 13: Analysis of Sales Volume
(Refer Chapter 14 of the recommended text)
Topic 14: Evaluating a Salesperson’s Performance
(Refer Chapter 16 of the recommended text)

You might also like

pFad - Phonifier reborn

Pfad - The Proxy pFad of © 2024 Garber Painting. All rights reserved.

Note: This service is not intended for secure transactions such as banking, social media, email, or purchasing. Use at your own risk. We assume no liability whatsoever for broken pages.


Alternative Proxies:

Alternative Proxy

pFad Proxy

pFad v3 Proxy

pFad v4 Proxy