Sales Management

Diploma in

(1 Year)

In today’s dynamic business environment, managers from all over the world are constantly being challenged to make the right decisions in as fast and efficient a way as possible. It is becoming increasingly obvious that acting according to outdated, “rule of thumb” principles is no longer adequate in giving business managers the desired results. Moreover, it is true that today’s managers are preoccupied with immediate results and their own compensation and advancement. They, therefore, fail to devise or propose unique corporate strategies specifically tailored to the political, social and economic developments in today’s constantly evolving business world.

The Diploma in Sales Management is specifically designed to satisfy the needs of business managers and other professionals. It embraces those aspects of management and business policy that are essential in today’s business and financial scene. Students are introduced to the latest sales-management techniques and are encouraged to master the rigorous disciplines of problem analysis and solutions, learning from the successes and failures of others. The course places a strong emphasis on learning through case studies and first-hand experiences of lecturers and fellow students.

Year 1

1. Marketing Management

This course provides students with a good knowledge and a sound grasp of the basic concepts of marketing and their application in real life. Marketing Management is designed to serve as an introduction to the theory and practice of marketing. Students will improve their ability to develop effective marketing strategies and assess market opportunities, as well as design strategy implementation programs.

2. Salesmanship

This course familiarizes the student with the duties, attributes and qualifications required to be an effective salesperson. This course is designed to inform students about specific selling techniques and attitudes necessary to become a successful salesperson. The course focuses on serving customers and helping them make wise buying decisions. Emphasis is placed on the importance of human relations in selling, the functions performed by salespeople, development of personality traits needed by salespeople, and the buying/selling process

3. Commercial Law

This course enables students to recognize when legal aspects are involved in their work and to know how to communicate with and utilize the services of legal advisers. Specialist ability is not sought but main attention should be paid to the sections of Contract, Trade Practices, Sales of Goods and Agency.

4. Business English

The course aims at developing the student’s communicative skills, fluency and critical thought. It entails reading and listening comprehension practice tests, exploring texts and motivating students to take part in conversations and discussions of various lengths and levels.

5. Practice of Sales Management

This course covers areas such as sales performance, sales force management, trends in personal selling and purchase decisions. Through the above variables, students will gain a greater understanding regarding the sales process and the elements that are associated with. Finally, students will be able to support their purchase decisions from a critical evaluation of alternatives.

6. Business Organization

This course deals with the fundamentals of managing business organizations effectively. The theories and principles of organization and management, as well as their application in business and industry are thoroughly discussed. The functions of management (planning, organizing, staffing, directing and controlling) and the different ownership with their strengths and weaknesses form part of the course coverage.

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