This unit provides a detailed exploration of the planning, structuring and management of the sales discipline in both business and consumer settings. The course blends review of theoretical approaches with examination of contemporary practical application. The unit begins by considering of the role of sales within the firm, examining the assembly, operation and structure of the sales function. It then explores the sales process itself, before moving on to consider different approaches to sales, weighing their relative merits and considering where each approach might be most effective. The course concludes with consideration of how best to ensure consistent sales performance. -- Course Website
Instructor: [email protected]
Prerequisites: MGSM820
