This course aims at familiarizing students with the development, trends and relevant theories of sales management. After taking this course, students should understand the principles of organizing, motivating, leading and compensating salesforce. They will also acquire the knowledge and techniques of effective personal selling.

On completion of this course, students will know what is meant by sales management and the responsibilities of sales managers. 1. Acquire skills of selling and be able to use these skills, e.g. in an interview situation. 2. Find appropriate sales management literature and critically compare it with your text. 3. Cogently and confidently a. Present current theories to practising sales managers; b. Audit their current sales management practices.