COURSE INFORMATION Course Title: SALES TECHNIQUES AND MANAGEMENT

Code	Course Type	Regular Semester	Theory	Practice	Lab	Credits	ECTS
BUS 234	C	4	3	0	0	3	5

Academic staff member responsible for the design of the course syllabus (name, surname, academic title/scientific degree, email address and signature)	NA
Lecturer (name, surname, academic title/scientific degree, email address and signature) and Office Hours:	Besjon Zenelaj
Second Lecturer(s) (name, surname, academic title/scientific degree, email address and signature) and Office Hours:	NA
Teaching Assistant(s) and Office Hours:	NA
Language:	English
Compulsory/Elective:	Elective
Classroom and Meeting Time:
Course Description:	Students will learn and explore the art of selling as it relates to the field of advertising. From the sales process to capturing clients, the student will gain a comprehensive knowledge of being a sales rep and how research, pitching and closing the deal all play an important role.
Course Objectives:	Sales Management is one of most important complimentary processes to Marketing function. It is always going side to side with major brand management activities. To learn the organization of sales force, key points of selling is crucial to people in marketing and related fields. This course aims to give basic knowledge on selling and sales management

COURSE OUTLINE

Week	Topics
1	Starting Selling
2	Steps of Sales Process
3	Sales Force: Their Role. Recruitment and Selection of SF. Training.
4	Sales Force: Managing SF. Supervising and Motivating. Performance Evaluation. Sales Organization
5	Sales and Social Media. IT Applications in Sales
6	Managing Customer Relationship. The Power of Negotiation. Key Account Management.
7	Mid-Term Week
8	Forecasting and Budgeting. Trade Marketing. Marketing and Sales
9	National Holiday
10	Workshop
11	Group Project Presentations
12	Group Project Presentations
13	Group Project Presentations
14	National Holiday

Prerequisite(s):
Textbook:	Chris J. Noonan, Sales Management, The CIM student workbook series, Chartered Institute of Marketing, Routledge, 1998.
Other References:	David Jobber and Geoffrey Lancaster, Selling and Sales Management, 8th edition, Prentice Hall Cook, T. A. (2009). The art of mastering sales management. CRC Press.
Laboratory Work:
Computer Usage:
Others:	No

COURSE LEARNING OUTCOMES

1	To understand the steps of sales process
2	To learn the importance of sales force and its management for sales process
3	To learn about relationship of marketing sales
4	To learn about negotiation skills and how to improve them

COURSE CONTRIBUTION TO... PROGRAM COMPETENCIES (Blank : no contribution, 1: least contribution ... 5: highest contribution)

No	Program Competencies	Cont.
Bachelor in Business Administration (3 years) Program
1	Identify activities, tasks, and skills in management, marketing, accounting, finance, and economics.
2	Apply key theories to practical problems within the global business context.
3	Demonstrate ethical, social, and legal responsibilities in organizations.
4	Develop an open minded-attitude through continuous learning and team-work.
5	Use technology to enable business growth and sustainability.
6	Analyze data to make effective decisions.

COURSE EVALUATION METHOD

Method	Quantity	Percentage
Midterm Exam(s)	1	30
Project	1	30
Final Exam	1	40
Other	1
	Total Percent:	100%

ECTS (ALLOCATED BASED ON STUDENT WORKLOAD)

Activities	Quantity	Duration(Hours)	Total Workload(Hours)
Course Duration (Including the exam week: 16x Total course hours)	16	3	48
Hours for off-the-classroom study (Pre-study, practice)	16	3	48
Mid-terms	1	2	2
Assignments			0
Final examination	1	2	2
Other	1	25	25
Total Work Load:			125
Total Work Load/25(h):			5
ECTS Credit of the Course:			5