Unit description
The aim of this course is to provide knowledge of the fundamentals of sales management. The student will be required to demonstrate a clear understanding of sales and sales management principles. The student will learn how a sales force is planned and managed, how to analyse multi sales channels, and how customers make buying decisions. The student will also learn about motivating a sales staff, how to develop a reward and compensation system, and how to control the performance of sales staff. Students will also be able to identify internal and external environmental forces that may influence the sales performance
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