Course Info
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Course Category
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Marketing
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Course Level
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Undergraduate
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Credit Hours
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3
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Pre-requisites
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MGT301
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Instructor
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Ahsan Umar
Master of Philosophy (M.Phil.), Business Administration & MS Logistics and Supply Chain Management, Logistics, Materials, and Supply Chain Management
Institute of Business Administration & University of Management and Technology
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Course Contents
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Introduction, Objectives of a Business, Functional Areas/Departments of an Organization,
Division of Organization into Functional Areas/Departments & Philosophies of Doing Business,
Selling and Marketing Concept, Organization structure in Marketing Concept/Philosophy,
Marketing Mix, Product Life Cycle, Role of Sales Management and Personal Selling, Development of Sales Management Process,
Sales Management Process, Strategic Management Planning (Mission, Goals, Strategies),
Sales Management Process cont.., (Mission, Goals, Strategies),
Business Strategies (1. Potters Generic Business Strategies, 2. Miles and Snow’s Strategies),
Business Strategies cont.., (3. Growth strategies and Relevant Sales Strategies) & Strategic Marketing Planning (1. Situation Analysis),
Strategic Marketing Planning cont.. (2. Market Segmentation & 3. Targeting),
Strategic Marketing Planning cont.. (2. Market Segmentation: Segmentation of Consumer Markets),
Strategic Marketing Planning cont.. (2. Market Segmentation: Segmentation of Business Markets),
Strategic Marketing Planning cont.. (3. Target Market) (4. Positioning),
Strategic Marketing Planning cont.. (5. Marketing and Sales Strategy During Different Stages of Product Life Strategy),
Strategies Used in Introductory Stage of Product Life Cycle, Marketing Plan & Sales Force Strategies (1. Market Access Strategy & 2. Account Relationship Strategy),
Sales Force Strategies (2. Account Relationship Strategy conti...),
Sales Budgeting in Sales Management (End of Module 1 and Start of Module 2) Developing the selling function (Personal selling),
Models for Sales,
Selling Process,
Selling Process & Buying process (A. Consumer Buyer),
Buying process (A. Consumer Buyer),
Buying process (B. Business Buyer i. Account Purchasing Process),
Buying process (B. Business Buyer ii. Buying Center),
Developing the selling function (2. Building Account Relationship),
Developing the selling function (3. Territory Management),
Developing the selling function (3. Territory Management - Territory Management Techniques),
Time Management by a Sales Person
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