Course Description

Course Name

Sales and Sales Management

Session: VDNS3122

Hours & Credits

18 Credit Points

Prerequisites & Language Level

Two of (MART 201, MART 202, MART 203) or two of (MART 201, MART 210, MART 211, MART 212)

Taught In English

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


An introduction to the theory and practice of selling and sales management, integrating these concepts into the ?best practice? of modern business.

Teaching Arrangements
Every week students must attend one 110-minute lecture and participate in one tutorial when scheduled.

Learning Outcomes
Upon successful completion of this paper, you should be able to:
- Integrate their knowledge of marketing, strategic planning and other managerial skills into contemporary sales practices
- Improve their communication skills
- Increase their creative and problem-solving capacities within a sales context
- Have an insight into the complex and dynamic issues facing sales managers
- Portray the ethical issues in sales and sales management
- Gain some practical experience in sales
- Understand the importance of cultivating long-term relationships with different segments of customers

Hair, J. F., Anderson, R. E., Mehta, R., & Babin, B. J. (2009). Sales management: building customer relationships and partnerships. Boston: Houghton Mifflin Company.

Buttle, F., (2009). Customer relationship management: concepts and technologies (2nd ed.). London:Butterworth Heinemann.

*Course content subject to change