Course
| 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
|