MKB3442

Sales management

Mr Shahid Yamin

6points
* One 2-hour lecture and one 1-hour tutorial per week
* First semester
* Berwick
* Prerequisite: MKB1402

Objectives This subject aims to provide understanding of the theoretical and practical role of sales and service management.

Synopsis The scope of sales management, personal selling in the marketing mix, deployment and account coverage, sales force size/sales forecasting, personal selling, field sales management, compensation, evaluation and motivation, organising, recruitment and selection training.

Assessment Written (3500 words): 35%
* Tutorial: 15%
* Examination (3 hours): 50%
* Students must obtain a satisfactory result in all areas of assessment

Prescribed texts

To be announced