Description

Personal selling as an important ingredient of the marketing communication mix should be studied in details. The course will focus on developing the selling function, strategic sales planning, building a sales program, and controlling the sales force. Identify the different types of selling strategies and how the selling process varies across those types. This course explores the two major branches of selling, personal selling and sales force management. Starting right from the basics of selling to the point of controlling costs and evaluating sales personnel. The course also discusses the key trends that will affect personal selling management into the 21st century.

Program

MBA

Objectives

• Upon successful completion of this course the student should be able to: • Understand practice and mastering personal selling techniques. • Comprehend the personal selling management process. • Understand how a firm's sales and marketing strategies affect its overall strategy. • To translate theory into practice by analyzing several pragmatic examples and case studies of real-world experiences. • Develop the personal selling skills. • Comprehend the personal selling types, strategies and types. • Appreciate the importance of understanding the buyer behavior to succeed in personal selling. • Demonstrate an understanding of the role of personal selling in marketing strategies. • Demonstrate how all communications and promotion must be integrated to achieve optimum effectiveness and objective achievement.