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Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS MBA 4017 SALES MANAGEMENT ELECTIVE 3 0 0 5

Offered By

Maritime Business Administration

Level of Course Unit

First Cycle Programmes (Bachelor's Degree)

Course Coordinator

Offered to

Maritime Business Administration (Evening) Maritime Business Administration

Course Objective

The objective of this course is to provide basics of sales management.

Learning Outcomes of the Course Unit

1   Students will learn the functions of sales management. 2   Students will learn basic IT applications in seeling and sales management. 3   Students will learn role of selling in marketing and sales strategies. 4   Students will learn process of sales forecasting and budgeting. 5   Students will learn consumer and organisational buyer behavior.

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description 1 Development and role of selling in marketing & Sales strategies 2 Consumer and organisational buyer behaviour 3 Sales settings & International selling 4 Law and ethical issues 5 Sales responsibilities and preparation & Personal selling skills 6 Key account management & Relationship selling 7 Mid term Exam 8 Direct marketing & Internet and IT applications in selling and sales management 9 Recruitment and selection & Motivation and training 10 Organisation and control 11 Sales forecasting and budgeting 12 Salesforce evaluation 13 Term Project Presentation 14 Term Project Presentation

Recomended or Required Reading

Jobber and Lancaster, Selling and Sales Management, Finacial Times Press, c2009.

Planned Learning Activities and Teaching Methods

Cooperative and active teaching and learning strategies

Assessment Methods

SORTING NUMBER SHORT CODE LONG CODE FORMULA 1 MTE MIDTERM EXAM 2 ASG ASSIGNMENT 3 RPT REPORT 4 FINS FINAL EXAM 5 FCG FINAL COURSE GRADE MTE * 0.20 + ASG * 0.10 + RPT * 0.10 + FINS * 0.60 6 RST RESIT 7 FCGR FINAL COURSE GRADE (RESIT) MTE * 0.20 + ASG * 0.10 + RPT * 0.10 + RST * 0.60 *** Resit Exam is Not Administered in Institutions Where Resit is not Applicable.

Further Notes About Assessment Methods

None

Assessment Criteria

To be announced.

Language of Instruction

English

Course Policies and Rules

To be announced.

Contact Details for the Lecturer(s)

To be announced.

Office Hours

To be announced.

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours) Lectures 12 3 36 Preparations before/after weekly lectures 10 4 40 Preparation for midterm exam 1 10 10 Preparation for final exam 1 20 20 Preparing presentations 5 3 15 Final 1 2 2 Midterm 1 2 2 TOTAL WORKLOAD (hours) 125

Contribution of Learning Outcomes to Programme Outcomes

PO/LO PO.1 PO.2 PO.3 PO.4 PO.5 PO.6 PO.7 PO.8 PO.9 PO.10 PO.11 PO.12 PO.13 LO.1 3 3 5 3 3 3 3 3 3 LO.2 3 3 3 5 3 3 5 3 3 LO.3 3 3 5 3 3 3 LO.4 3 3 3 3 5 3 3 3 3 LO.5 3 3 3 3 5 3 3 3 3 3