Course Description

Course Name

Sales Management: Creating Customer Relationships

Session: VRMS3120

Hours & Credits

3 Credits

Prerequisites & Language Level

Taught In English

  • There is no language prerequisite for courses at this language level.


This course is an exploration of the role personal selling plays as a marketing communications tool. Topics include the nature of selling, buying behavior, selling personality, attitude as a key to success and the selling process. Students also discuss issues related to sales force management and the interplay between personal sales and the other elements of the promotion mix: advertising, direct marketing, public relations and sales promotion.

*Course content subject to change