Course Description
This course provides an advanced and research‑oriented understanding of Sales Management in modern organizations. It explores sales strategy, customer acquisition, relationship management, sales force design, forecasting, CRM systems, negotiation, global sales, ethics, and technology‑enabled selling. The course integrates theory, analytics, and practice to prepare students for senior sales leadership, consulting, and doctoral research.
This course provides an advanced and research‑oriented understanding of Sales Management in modern organizations. It explores sales strategy, customer acquisition, relationship management, sales force design, forecasting, CRM systems, negotiation, global sales, ethics, and technology‑enabled selling. The course integrates theory, analytics, and practice to prepare students for senior sales leadership, consulting, and doctoral research.
Course Learning Outcomes (CLOs)
By the end of this course, students will be able to:
- Analyze the strategic role of sales within organizational and competitive contexts.
- Design and evaluate sales strategies aligned with business objectives.
- Apply sales forecasting, performance metrics, and CRM analytics.
- Critically assess sales force structure, motivation, and control systems.
- Evaluate ethical, digital, and global challenges in sales management.
- Develop research‑driven and data‑supported sales management solutions.
