《Sales Management》Syllabus

Course Number:            0303107010

Course Name:                Sales Management

Instructors:                    Hongyang Xing

Required Text:              Hexin An.Sales Management Practice (3rd Edition) [M].Beijing: Tsinghua University Press,2019

Course Description:       This course is a limited elective course for marketing majors. This course mainly introduces the basic knowledge of sales management such as the meaning, model, principle and ethics of sales management, and the contents of sales planning, sales target, sales personnel and sales process management. The task of the course is to make students understand the status and role of sales management in business activities, recognize the qualities and quality that should be possessed by professional sales personnel, establish new concepts of modern sales, master the basic theoretical knowledge of sales management and the skills and methods of sales activities, and train the business ability to engage in sales management. To equip students with the basic skills of excellent sales management personnel.

Credit/Teaching Hours

Outline of UG CPC Topics Covered in this Course:    (2Credits/32 Teaching Hours)

I. Overview of Sales Management                               2 Teaching Hours

Section 1 What is Sales

Section 2 Types of sales positions and the charm of sales work

Section 3 The meaning of sales management

Section 4 Content of sales management

Section 5 The connection and difference between sales management and marketing management

  II. Sales Plan Management                                      2 Teaching Hours

Section 1 Content of sales target

Section 2 The method of determining the sales target value

Section 3 Procedures and methods of sales forecasting

Section 4 Methods of sales budget

Section V sales budget preparation process

Section VI Types and distribution methods of sales quotas

III. Sales Organization and Team                          2 Teaching Hours

Section 1 The basic meaning of sales organization

Section 2 Factors affecting the setting of sales organization

Section 3 Steps to establish a sales organization

Section 4 Types of sales organization

Section 5 New development of sales organization types

Section 6 Improvement and team building of sales organization

IV. Sales Area Management                               2 Teaching Hours

Section 1 The meaning and function of sales territory

Section 2 Steps of sales area management

Section 3 Principles and steps for designing the sales area

Section 4 Time management methods of sales area

Section 5 Sales area time management mode

Section 6. Management of channeling goods in the sales area

V. Sales Force Building and Development                   4 Teaching Hours

Section 1 Conditions for qualified sales personnel

Section 2 determines the criteria and ways of recruiting sales personnel

Section 3 The way of sales personnel selection

Section 4 The hiring process of sales personnel

Section 5 Methods of sales training

Section 6 Content of sales training

VI. Sales Staff Motivation and Performance Evaluation        4 Teaching Hours

Section 1 Sales personnel behavior analysis

Section 2 the theory of salespeople's motivation

Section 3 The ways to motivate salespeople

Section 4 Principles and procedures for the establishment of sales remuneration system

Section 5 Target model of sales remuneration

Section 6 Evaluation standards for sales personnel

VII. Sales Theory and Model                              4 Teaching Hours

Section 1 The quality of sales personnel

Section 2 Ability requirements of sales personnel

Section 3 Sales grid theory

Section 4 Sales model

Ⅷ. Sales Program Management                          6 Teaching Hours

Section 1 Finding customers

Section 2 Meeting and approaching customers

Section 3 Negotiation and handling of customer objections

Section 4 Transaction and follow-up work

Experiment 1 Sales training                               2 Teaching Hours

IX. Sales Competition Management                        2 Teaching Hours

Section 1 Characteristics of sales competition

Section 2 Sales competition strategy

Section 3 Improving the core competitiveness of sales

Experiment 2 Sales Plan Design                            2 Teaching Hours

               Total (Teaching Hours)                                                                   32 

Summary of UG CPC Topics Covered in this Course:                   (32Teaching Hours)