Academic Calendar 2015/2016 - Communication - Selling and Sales Management

MKTG 2417  Communication - Selling and Sales Management

Prerequisites:

MKTG 1126

Hours:

Three hours of lecture per week for one term.

Credits:

3

Description:

This course focuses on the key aspects of the selling process including planning sales strategy, recruiting, selecting, training, motivating and organizing a sales force. The various types and stages of sales process and presentations will be examined and applied through practical classroom exercises. Students will develop the core skills required for persuasive communication, sales, conflict management and negotiations.