Description

Course Overview:

This course focuses on examining the essential functions of a `Sales Professional’ in today’s business environment. With the emerging nature of global and fiercely competitive markets, the onus is on the sales team, within most business organizations, to provide that vital edge. Good personal selling skills allow sellers to secure business by helping customers problem solve and meet new challenges / leverage opportunities, sellers develop and maintain relationships and
therefore align with buyers by creating value for both parties. This course introduces students to key theoretical frameworks for a sound foundation in the `science of selling face‐to‐face’ and offers opportunity to experience the practical application of learnt concepts in a controlled setting. The course will prepare students to become effective, ethical and strategic business‐to‐business sellers. Globalization, increased competition, rapid changes in communication and information technology and need for higher level of customer orientation have made sales and distribution management extremely important.