MKT4043

Course Descriptions

Effective management of a company’s sales force is essential to the successful implementation of its overall marketing plan. This course provides students with overall understanding of the roles of sales management in a corporation and the theories as well as the empirical practices in managing a sales force effectively. The course also aims to study the sales management process from personal selling point of view and managerial point of view. This course will cover three main areas in Sales Management (1) the nature and scope of sales management in part I, IV; (2) the essence of the selling process in Part II and III; and (3) sales promotion and sales channel in Part V and VI.

Prerequisite

MKT2003 Principles of Marketing Management

Workload

Workload not available

Modules

Modules not available