As companies seek to add value to customer relationships the role of the salesperson in this value creation process now demands increasing scrutiny and is being allocated more corporate attention and resources than ever before. Additionally, the achievement of corporate strategy relies heavily on the successful design and implementation of sales strategies derived thereof. This is particularly so in the context of business-to-business firms where the effectiveness of personal selling and its management is critical. The selling function and its management are two major areas of expense for any company. Increasingly, as companies seek to gain advantage in the marketplace through efficiencies and profitable strategies these two areas are being highlighted as being extremely critical in the achievement of corporate goals. Every marketing person will have to sell, if not a good or service in the marketplace, at least an idea, plan or vision to his/her colleagues. In addition, marketing people must buy - advertising services, packaging, sales promotion gifts and the like. A thorough knowledge of how these areas operate will undoubtedly sharpen the commercial abilities of a marketing graduate.
Personal Selling:
Role of the salesperson in the value creation process. The sales process. Organizational buying behaviour. Business-to-business selling. Key account selling.
Negotiation:
The partner concept in negotiation. Coping with buyer negotiation tactics. Sales negotiation strategies and tactics.
Overview of the Sales Management Function
Role, skills and competencies of the sales manager.
Organising the Selling Effort
Sales organisation decisions. Key and major account management policies. Territory management.
Sales Planning and evaluation
Planning for sales. Qualitative and quantitative techniques of sales forecasting. Performance evaluation. Remuneration and incentive programs.
HRM for Sales
Selection and recruitment. Sales Management and sales executive training. Coaching and leadership. Motivation: theory and practice. Remuneration. Job satisfaction.
Personal Selling
Personal Selling:Role of the salesperson in the value creation process. The sales process. Organizational buying behaviour. Business-to-business selling. Key account selling.
Negotiation
The partner concept in negotiation. Coping with buyer negotiation tactics. Sales negotiation strategies and tactics.
Organising the Selling Effort
Sales organisation decisions. Key and major account management policies. Territory management.
Overview of the Sales Management Function
Role, skills and competencies of the sales manager.
Sales Planning and evaluation
Planning for sales. Qualitative and quantitative techniques of sales forecasting. Performance evaluation. Remuneration and incentive programs.
Selection and recruitment.
HRM for SalesSales Management and sales executive training. Coaching and leadership. Motivation: theory and practice. Remuneration. Job satisfaction.
The learning and teaching strategies will include a combination of lectures, case studies, sales training videos and guest lectures. Students will be required to engage in independent learning in relation to the learning issues emerging from the course work and assessment.
| Module Content & Assessment | |
|---|---|
| Assessment Breakdown | % |
| Other Assessment(s) | 100 |