MKTG 302 — Sales Management
Marketing & Entrepreneurship · University of Ghana
Personal selling, as a marketing sub-function, is embedded in the promotional component. It is a revenue-generating function which is performed by a team of sales personnel usually referred to as the “sales force”. Owing to the unique features of the personal selling job (e.g. there is little or no direct supervision) it is considered necessary to equip potential sales force managers with distinct management skills in order to ensure efficiency and effectiveness. Sales Management, as a course, is therefore designed to provide managers with the requisite knowledge in planning, organising, directing and control, with specific reference to sales personnel. Core skills acquired by the end of the course include motivation, compensation, forecasting and routing, and salesmanship.
- Credits
- 3
- Level
- Level 300
- Semester
- Semester Two
Other courses on this programme
- ECCM 301 — Customer Care Essentials
- ECCM 302 — Customer Relationship Management
- ECCM 304 — Mobile Commerce and Marketing
- ECCM 306 — Introduction to E-Service Management
- ECCM 308 — Innovation and New Product Development
- MKTG 301 — Principles of Marketing
- MKTG 303 — Introduction to Electronic Business
- MKTG 304 — Integrated Marketing Communications
- MKTG 305 — Consumer Behaviour
- MKTG 306 — Fundamentals of Entrepreneurship
- MKTG 308 — Retail Strategy
- ECCM 401 — Measuring Customer Satisfaction
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Start freeCourse details from University of Ghana Volume 2 Handbook for the Bachelor's Degree: Course Descriptions for Programmes in the Humanities (2017).