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Level 2: Marketing and Sales Management

Introduction

Understand an organisation’s personal selling function; examine the recruiting, developing, motivating and retaining of a talented sales force; analyse the tactical issues and strategies for developing the sales force into an effective sales team; examine the fundamentals of strategic planning; and evaluate personal selling activities.

Module Description

This module aims to:

1. Understand an organisation's personal selling function;
2. Examine the recruiting, developing, motivating, and retaining of a talented sales force;
3. Analyse the tactical issues and strategies for developing the sales force into an effective sales team;
4. Examine the fundamentals of strategic planning;
5. Evaluate personal selling activities.

Module Content

• Role of a sales manager in an organisation
• Personal selling processes
• Customer relationship management
• Specialisation and centralisation of the sales force function
• Sales forecasting
• Recruiting and staffing a sales force
• Sales force training and development
• Reward systems
• Sales force evaluation methods

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