As well as considering the subject from a strategic perspective, the course provides a thorough and up-to-date overview of the accumulated theory and research evidence relevant to sales force management..
Development and role of selling in marketing.
Consumer and organisational buyer behaviour.
Sales responsibilities and preparation..
Personal selling skills
Key account management..
Internet and IT applications.
Law and ethical issues.
Recruitment and selection.
Motivation and training.
Organisation and compensation..
Sales forecasting and budgeting.
Sales force evaluation.
GLAMIS BUSINESS SCHOOL- PROGRESS THROUGH EDUCATION Founded in 1999