|Lecture hours per week||3|
|Lab hours per week||0|
This course is an introduction to the management of a sales force. It is offered as a required component in the Post-Graduate Marketing Program. It is intended to provide a solid first grounding in Sales Management. It emphasises how the manager should plan, organize, motivate, direct , train and evaluate the sales force. The course has an international orientation. In addition, the basics of personal selling presentations are covered.