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MKT311 - Salesmanship and Sales Management |
First & Second Term, 2010-2011 |
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.
Lecturer
Download Areas (to
be updated)
- Course Description and Schedule
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Lecture Notes
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Last Updated:
31 May 2010 |
