Course Overview
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Course Synopsis
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The course will look into the selling and sales management process in detail, from both the theoretical and practical viewpoints.
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Course Learning Outcomes
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At the end of the semester students will have a sound knowledge of:
- Sales management functions, sales strategies and the goals of sales management
- Development of the selling function/sales program
- Developing the sales goals and structure of the sales force (organizing the sales force)
- Building the sales program (hiring, recruiting and training of the sales people etc.)
- Discipline of Sales management: Management, controlling and leading the sales force
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Course Calendar
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