BBA3205 Sales Force Marketing (Marketing & Entrepreneurship Option)

This course is designed to provide students with good understanding and comprehension of the contemporary role of professional selling and the role of management. Hence, managing a professional sales people is not a traditional approach any more. It is rather a more dynamic and significant discipline for the successful 21st century business organization. Empowering and acquiring knowledge and continuous learning is the essence of the new era, and professional sales people are the most important people in the aspects of empowerment and learning due to their critical role as a boundary spanning role in the organization. 

Objectives of the course
This course is intended to enable students to:

• Gain an overview of the most recent concepts related to the management of sales people since it will cover contemporary issues related to professional selling and the management of professional sales people; 
• To develop an understanding of the new role of professional sales people and sales management; and 
• To expose the students to field studies, scenarios, and case studies related to the field of sales management.

Learning Outcomes 
Upon successful completion of this course, students will be able to:

• Identify and recognize the state-of-the-art principles and concepts pertaining to the sales management and professional selling of the 21st century organization
• Further understand the critical role of the sales people in contributing to the success of their organizations; and
• Acquire the right principles related to strategy, managing sales people, the HR of sales people, and getting extraordinary outcomes through the right management approaches of salespeople.