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ENGLISH SECTION
SPRING SEMESTER 2016
SALES MANAGEMENTS – 224 - ALL Groups
COURSE AIMS
This course aims at providing students, the potential sales managers, with the necessary
knowledge and skills so that they can be able to successfully influence the behavior of
salespeople in any of the national or international organizations. The knowledge and
skills provided in this course can make students better sales managers and better citizens.
INTENDED LEARNING OUTCOMES
 Knowledge and Understanding:
After completing this course, students should know and understand:
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The basic concepts of sales management.
The steps of the personal selling process
Organizing, staffing, and training of salesforce.
Sales planning.
Directing salesforce and evaluating sales performance.
 Skills
After completing this course, students should be able to:
 Intellectual skills:
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Successfully develop a thorough and insightful sales plan.
Analytically assess salesforce qualifications and select appropriate
candidates.
Effectively design good compensation plans and sales quotas and
territories.
Seriously assess, select, and use sales forecasting methods.
Critically analyze sales and evaluate the salesforce performance.
Efficiently develop sales budgets and analyze sales volume.
C U/ S M/ / PROF. AHMED GHONEIM
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 Professional & Practical Skills:
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Manage salesforce.
Design customer-based sales plans.
Establish objectives and allocate budgets for salesforce.
Organize sales activities and direct salesforce.
Measure and evaluate sales performance.
 General & Transferable Skills:
Students should be able to acquire skills such as:
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Computer skills.
Communication skills.
Management skills.
Team-work skills.
Problem-solving skills.
Critical thinking skills.
COURSE CONTENTS
WEEKS
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
TOPICS
CHAPTERS
ASSIGNMENTS
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Case 1-1
Case 3-4
Case 2-1
 Course orientation & Overview
-- The field of salesforce management
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Selling: The personal Selling Process
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Selling: Building Trust & Sales ethics: 2 (Ingram, et al.)
Handout
pp. 31-38 & 44--50
Selling: understanding buyers: pp. 573 (Ingram, et al.)
Case 3-1
Handout
67 & 71-74
Sales Force Organization
4
Case 4-2
Profiling and Recruiting Salespeople
5
Case 5-1
GOOD LUCK
MID-TERM EXAM
6 chapters
Selecting and Hiring Salespeople
6
Case 6-4
Training Salespeople
7
Case 7-2
Salesforce Compensation
9
Case 9-3
Salesforce Quotas & Expenses
10
Case 10-1
Forecasting Sales & Developing
12
Case 12-3
Budgets
Sales Territories
13
Case 13-1
Marketing Cost & Profitability
15
Case 15-1
Analysis
Evaluating a Salesperson's Performance
16
Case 16-1
Comprehensive GOOD LUCK
Revision & Wrapping up
C U/ S M/ / PROF. AHMED GHONEIM
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TEACHING and LEARNING STRATEGIES
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Brief lectures.
Class discussions.
Team projects.
Class presentations.
Cases & Problem solving.
LEARNING MATERIALS
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Required Text:
Spiro, R., Rich, G., & Stanton, W), Management of Sales Force, Latest
Edition, Boston, McGraw-Hill.
Handouts
o To be supplied by the instructors.
Useful Websites:
o To be supplied by the instructors.
ASSESSMENT SCHEME
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Tests comprising cases, true and false, essay questions, and problem solving.
Project assignments: students are required to write and present reports on research
projects developed by the students' teams throughout the course.
Class participation and presentations includes asking relevant questions, contributing
useful comments and giving examples that illustrate the topic being discussed and
presenting assignments.
GRADING SYSTEM
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Class work & participation
Mid -Term Examination
Final Examination
TOTAL
10%
20%
70%
100%
ATTENDANCE & PARTICIPATION
The willingness to share relevant experiences during scheduled class sessions will enrich the
lecture and materials. Attendance is required and participation is encouraged. Each
student is expected to attend class regularly, to arrive on time, and to remain until
class is dismissed. Tardiness and leaving class early are disruptive for other students and
the faculty and are behaviors that are not acceptable in a business setting.
C U/ S M/ / PROF. AHMED GHONEIM
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Student is expected to read the chapter or article that will be discussed.
Although attendance is necessary for participation, attendance by itself is not
participation
Participation includes asking relevant questions, contributing useful comments and
giving examples that illustrate the topic being discussed.
An absence is defined as not attending a scheduled class session, leaving a scheduled
class session before it is officially dismissed and/or arriving to class more than 10
minutes late.
ACADEMIC DISHONESTY
Any Academic Dishonesty will not be tolerated and will be dealt with immediately and with
clear consequences, academic dishonesty includes:
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Cheating in Exams
Plagiarism of the work of others
Unapproved collaboration on graded work
CLASSROOM BEHAVIOR
The classroom should be considered a place of academic business, any distracting
behavior will be considered as a breach to the business environment, distracting behavior
includes:
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Uninvited casual talks among students
Use of cellular phones
Beepers and online laptops
Eating snacks, drinking beverages, and sleeping
Inappropriate behavior toward fellow students
Any Distracting behavior will not be tolerated any more than it would be in a business
setting. Persistent disruptive behavior will affect the student's participation grade and
may result in legal actions against student.
G☺☺D LUCK
Course Coordinator
Ahmed Ghoneim
C U/ S M/ / PROF. AHMED GHONEIM
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C U/ S M/ / PROF. AHMED GHONEIM