| CODE | MRK3502 | ||||||||
| TITLE | Professional Selling and Sales Force Management | ||||||||
| UM LEVEL | 03 - Years 2, 3, 4 in Modular Undergraduate Course | ||||||||
| MQF LEVEL | 6 | ||||||||
| ECTS CREDITS | 4 | ||||||||
| DEPARTMENT | Marketing | ||||||||
| DESCRIPTION | Study-unit Aims: Provide an overview of the functions of professional selling and sales force management and covers the topics of: Professional Selling 1. Developing a Relationship Strategy 2. Understanding Buyer Behaviour 3. Approaching the Customer with Adaptive Selling 4. Determining Customer Needs with a Consultative Questioning Strategy 5. Negotiating Buyer Concerns 6. Adapting the Close and Confirming the Partnership Sales Force Management 1. Recruitment and selection 2. Motivation and training 3. Organisation and control 4. Sales forecasting and budgeting 5. Sales force evaluation Learning Outcomes: 1. Knowledge & Understanding: By the end of the study-unit the student will be knowledgeable of the standard processes of: • Selling techniques • Sales management 2. Skills: By the end of the study-unit the student will be able to: • Develop contacts and leads, navigate through the selling process and build negotiation skills. • Prepare a sales management strategy, engage in effective recruitment processes, plan motivation programs, control sales processes, forecast sales and evaluate sales performance. Main Text/s and any supplementary readings: Core Textbooks Selling Today by Gerald L. Manning, Michael L. Ahearne and Barry L. Reece (2011). Selling and Sales Management by David Jobber and Geoffrey Lancaster. Pearson 9 edition. (2012). Supplementary Reading Customer Centric Selling, MT Bosworth, J R Holland & F Visgatis (2010). The Secrets of Selling: How to Win in Any Sales Situation, G King (2007). Sales Management: Analysis and Decision Making by Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Michael R. Williams Thomas N. Ingram (2012). |
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| STUDY-UNIT TYPE | Lecture, Seminar and Workshop | ||||||||
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| LECTURER/S | Joseph Spiteri |
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The University makes every effort to ensure that the published Courses Plans, Programmes of Study and Study-Unit information are complete and up-to-date at the time of publication. The University reserves the right to make changes in case errors are detected after publication.
The availability of optional units may be subject to timetabling constraints. Units not attracting a sufficient number of registrations may be withdrawn without notice. It should be noted that all the information in the description above applies to study-units available during the academic year 2024/5. It may be subject to change in subsequent years. |
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