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EGE UNIVERSITY
FACULTY OF ECONOMICS AND ADMINISTRATIVE SCIENCES
DEPARTMENT OF ECONOMICS

Fall Term : 2012 – 2013
Course : Sales Management
Instructor : Dr. Keti VENTURA, Associate Professor of Marketing
Phone : [phone] E-Mail: [e-mail]
Textbook : David Jobber, Geoff Lancaster, Selling and Sales Management, 8th Edition, Prentice Hall, 2009.

COURSE DESCRIPTION
The sales management course is an analysis of professional selling practices with emphasis on the selling process and sales management, including the development of territories, determining potentials and forecasts, and setting quotas.

COURSE GOALS

Knowledge Goals:
To have students learn and understand the basic and essential principles and concepts of personal selling and sales management in the global marketplace.
To increase the student’s awareness and knowledge of the role that sales plays within the company’s dynamic micro/macro environments.
To provide a foundation for further in-depth study of sales as a career.
To enlighten the student’s perspective of how technology is changing the way sales is conducted cross-culturally and around the globe.

Skill Goals:
To define managerial and ethical problems faced by sales managers.
To apply integrated marketing concepts to real-life sales situations.
To develop effective decision-making skills as sales managers.
To enhance oral and written communication skills.
To develop interpretive and investigative research skills.
To apply computer technology skills through Internet exercises.

COURSE OUTLINE: Week
Chapter
Topic
1.
Chapter 1
Development and Role of Selling in Marketing
2.
Chapter 2
Sales Strategies
3.
Chapter 3-4
Consumer and Organizational Buyer Behavior and Sales Settings
4.
Chapter 5
International Selling
5.
Chapter 7-8
Sales Techniques : Sales Responsibilities and Preparation Personal Selling Skills
6.
Midterm

7.

8.
Chapter 13