College of Management & Technology  Cairo

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Personal Selling Management

  • College of Management & Technology |

Description

The course provides students with an understanding of the evolution of consultative selling, strategic selling, partnering, customer relationship management (CRM) and value added selling.

Program

Marketing and International Business

Objectives

  • Throughout the course students have the opportunity to travel with sales people as they are challenged in the market place to use modern personal selling practices ion addition to focusing on the delivery of customer value by offering time proven fundamentals and practical practices needed to succeed in today`s world of sales and marketing.

Textbook

Data will be available soon!

Course Content

content serial Description
1Relationship Selling opportunities in the Information Economy
2Evolution of Selling Models that complement the Marketing concept
3Creating value with a Relationship Strategy
4Creating value with a Relationship Strategy
5Communication styles: Managing Selling Relationships
6Product Selling Strategies that Add Value
77th week exam
8Developing and qualifying prospect
9Approaching the customer
10Approaching the customer
11Creating the Consultative Sales Presentation
1212th week presentations
13Closing the sale and confirming the partnership
14Servicing the Sale and Building the Partnership
15Management of the sales force
16Final Presentation

Markets and Career

  • Generation, transmission, distribution and utilization of electrical power for public and private sectors to secure both continuous and emergency demands.
  • Electrical power feeding for civil and military marine and aviation utilities.
  • Electrical works in construction engineering.
Courses
  • Degree Bachelor
  • Code: EA415
  • Credit hrs: 3
  • Prequisites: A327
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