Course Description


(Prerequisite: BUS205 - Marketing Management)

The course helps students to develop the sales techniques in personal selling and in-depth knowledge of the principles and concepts underlying sales management. The course is a continuation of the Marketing Management course that emphasizes on learning the strategic relevance of a key component of the overall company marketing strategy. The objective of this course is to develop students to be professional sales managers through the career in personal selling.  The major emphasis of the course is to provide students with a proven body of management knowledge that can be used to cope with the dynamic environment of selling.  Students are expected to reflect on their own personal development, integrate their liberal arts experience with business education through role-plays, case studies, fieldworks and class presentations, and develop their own skills and perspectives for solving major problems facing a field salesperson and a sales manager.



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Last Updated: 30 January 2012