325-328 Sales Management

325-211 Principles of Marketing.

This subject will provide an introduction to sales force management in marketing organisations. Topics to be covered include: the selling process, activities, and careers; formulation of a strategic sales program (environmental influences on sales programs and performance, organising the sales effort, design of sales territories, and sales quotas); implementation of the sales program; evaluation and control of the sales program (sales analysis, cost analysis, behaviour and other performance analysis).

• High level of development: oral communication; written communication; collaborative learning; problem solving; team work; application of theory to practice; interpretation and analysis; critical thinking; receptiveness to alternative ideas.

• Moderate level of development: use of computer software; accessing data and other information from a range of sources.

• Some level of development: statistical reasoning; synthesis of data and other information; evaluation of data and other information.

A 2-hour examination (60%) and assignment(s) not exceeding 4000 words (40%).

• G A Churchill Jr, N M Ford, O C Walker Jr., Sales Force Management(. 7th edn), McGraw Hill, 2003.