1 | Introduction to Selling |
2 | Value Creation in Buyer-Seller Relationships |
3 | Ethical and Legal Issues in Relationship Selling |
4 | Personnel management in sales management |
5 | Prospecting and Sales Call Planning |
6 | Communication in sales management. |
7 | Negotiating for Win-Win Solutions |
8 | Closing the Sale and Follow-up |
9 | Mid term exam |
10 | Salesperson Performance: Behavior, Role Perception, and Motivation |
11 | Recruiting and Selecting Salespeople |
12 | Training for Sales Success |
13 | Evaluating Sales Performance |
14 | Final exam |