code EA415
credit_hours 3
title Personal Selling Management
arbic title
prequisites A327
credit hours 3
Description/Outcomes The course provides students with an understanding of the evolution of consultative selling, strategic selling, partnering, customer relationship management (CRM) and value added selling.
arabic Description/Outcomes
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.
arabic objectives
ref. books
arabic ref. books
textbook Selling Today : Partnering to Create Value , Gerald L. Manning and Barry L. Reece , Twelfh edition, Prentice Hall, 2012
arabic textbook
objective set paragraphs
content set combined
Course Content
content serial Description
1 Relationship Selling opportunities in the Information Economy
2 Evolution of Selling Models that complement the Marketing concept
3 Creating value with a Relationship Strategy
4 Creating value with a Relationship Strategy
5 Communication styles: Managing Selling Relationships
6 Product Selling Strategies that Add Value
7 7th week exam
8 Developing and qualifying prospect
9 Approaching the customer
10 Approaching the customer
11 Creating the Consultative Sales Presentation
12 12th week presentations
13 Closing the sale and confirming the partnership
14 Servicing the Sale and Building the Partnership
15 Management of the sales force
16 Final Presentation