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
Main Course Lecturer (name, surname, academic title/scientific degree, email address and signature) and Office Hours:	M.Sc. Mariola Muçi mmuci16@epoka.edu.al , 09:00-11:30
Second Course 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
Study program: (the study for which this course is offered)	Bachelor in Business Administration (3 years)
Classroom and Meeting Time:	E-110
Code of Ethics:	Code of Ethics of EPOKA University Regulation of EPOKA University "On Student Discipline"
Attendance Requirement:	N/A
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

BASIC CONCEPTS OF THE COURSE

1	Selling
2	Salespeople
3	Sales leadership
4	Reward system
5	Motivation

COURSE OUTLINE

Week	Topics
1	Syllabus Review
2	Selling and Salespeople: Analyzing selling as an important component of the marketing strategy. Objective of this chapter is to introduce the exciting world of sales management. Starting by identifying challenges in the sales organization environment and suggesting effective sales management responses to these challenges. (Sales Management: Analysis and Decision Making (Tenth edition) Thomas N. Ingram, Raymond W. LaForge, pg 3-18)
3	Overview of Personal Selling: Student will be able to describe the role of personal selling in marketing and to discuss the key roles of salespeople as financial contributors, change agents, communications agents, and customer value agents. Explain the trust-based relationship selling process and how it differs from transactional selling. (Sales Management: Analysis and Decision Making (Tenth edition) Thomas N. Ingram, Raymond W. LaForge, pg 19-38)
4	Organizational Strategies and the Sales Function: Student will be able to define the strategy levels for multi businesses, multiproduct firms by providing discussion in how corporate and business strategy decisions affect the sales function. (Sales Management: Analysis and Decision Making (Tenth edition) Thomas N. Ingram, Raymond W. LaForge, pg 43-75)
5	Sales Organization Structure, Salesforce Deployment, and Forecasting: Student will be able to define the concepts of specialization, centralization, span of control versus management levels, and line versus staff positions and to describe the ways salesforces might be specialized by evaluating the advantages and disadvantages of sales organization structures. (Sales Management: Analysis and Decision Making (Tenth edition) Thomas N. Ingram, Raymond W. LaForge, pg 78-108)
6	Chapters Review & First Quiz
7	Midterm Exam
8	Guest Lecturer
9	Sales Leadership, Management, and Supervision: Sales Leadership, Management, and Supervision Distinguishment between salesforce leadership, management, and supervision by discuss the importance of situational factors in determining the most effective sales leadership approaches. Students are going to explain how leadership style approaches contribute to contemporary sales leadership. (Sales Management: Analysis and Decision Making (Tenth edition) Thomas N. Ingram, Raymond W. LaForge, pg 178-201)
10	Motivation and Reward System Management: Students will explain the key components of motivation: intensity, persistence, and direction as well as the difference between compensation rewards and non compensation rewards. They are going to analyze the primary financial and nonfinancial compensation rewards available to salespeople. (Sales Management: Analysis and Decision Making (Tenth edition) Thomas N. Ingram, Raymond W. LaForge, pg 223-249)
11	Evaluating the Effectiveness of the Organization & Second Quiz: Students are going to differentiate between sales organization effectiveness and salesperson performance as well as define a sales organization audit and discuss how it should be conducted. Describe how to perform different methods of sales analysis for different organizational levels and different types of sales. (Sales Management: Analysis and Decision Making (Tenth edition) Thomas N. Ingram, Raymond W. LaForge, pg 253-279)
12	Evaluating the Performance of Salespeople: Discuss the different purposes of salesperson performance evaluations and differentiate between an outcome-based and a behavior-based perspective for evaluating and controlling salesperson performance. Describe the different types of criteria necessary for comprehensive evaluations of salesperson performance. (Sales Management: Analysis and Decision Making (Tenth edition) Thomas N. Ingram, Raymond W. LaForge, pg 281-310)
13	Final Project Presentations
14	Final Exam

Prerequisite(s):
Textbook(s):	Sales Management: Analysis and Decision Making ( Tenth edition) Thomas N. Ingram, Raymond W. LaForge
Additional Literature:
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.	3
2	Apply key theories to practical problems within the global business context.	5
3	Demonstrate ethical, social, and legal responsibilities in organizations.	4
4	Develop an open minded-attitude through continuous learning and team-work.	4
5	Use technology to enable business growth and sustainability.	4
6	Analyze data to make effective decisions.	4

COURSE EVALUATION METHOD

Method	Quantity	Percentage
Midterm Exam(s)	1	30
Project	1	20
Quiz	2	5
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

CONCLUDING REMARKS BY THE COURSE LECTURER

What is expected from students during this course is: Focus, Engagement, Hard Work, Teamwork.