Course purpose

• Student will be able to plan sales processes and develop relationship marketing between organisations.

Content (Syllabus outline)

• The relational model of sales and sales management
• Creating value in vendor-customer relations
• Search for customers and sales planning
• Communicating sales message
• Completing sales and post-acquisition monitoring
• The success of the sales staff - behaviour, motivation and perception of roles
• Acquisition, selection and training of sales staff
• The remuneration and performance evaluation of sales staff