BBA 228 Sales Management
Course Title:
BBA 228
Course Title:
Sales Management
Aims


Type:
FNE: EC
Credits:
Level:
3 credits,
II
1 term
To develop professional knowledge and skills essential to managing sales activities in which
students might be involved in their future career
To provide a comprehensive coverage of the topics regarding the personal selling, sales
strategy and sales control, developing and directing the sales force, sales training, evaluating
the sales force, and the strategic role of sales managers
Course
Intended
Learning
Outcomes
(CILO)
After completing this course, students should be able to:
1. Explain the strategic role of sales managers
2. Identify a comprehensive coverage of knowledge and skills on personal selling, sales
strategy and sales control
3. Explain the knowledge and skills for managing and leading the sales force and conducting
sales training, as well as to be able to evaluate performance of the sales force
Keyword
Syllabus
Sales strategies, sales techniques, sales environment, sales management, sales control, sales
evaluation
Syllabus content
CILO No.
 Concept of selling and marketing
2
 Consumer and organizational buyer behaviour
2
 Sales strategies
1,2,3
 Sales technique
2,3
 Personal selling skills
2,3
 Sales environment
1
 Recruitment and selection
1,2,3
 Motivation and training
1,2,3
 Compensation
1,2,3
 Sales forecast and sales budgeting
1,2,3
 Sales evaluation
1,2,3
Syllabus
Textbook
 Jobber, D. and Lancaster, G. (2009). Selling and Sales Management, 8th edn. Prentice-Hall.
Reference

Teaching &
Learning
Activities
(TLA)
TLA
1. Lectures
The concepts of marketing research as well as problems on sales issues
are introduced in lectures.
2. In-class discussions
In-class discussions on sales management will be supplemented so to
enhance students’ understanding of concepts discussed in lectures.
3. Real-life examples
Examples will be used to illustrate the application of sales management
skills.
4. Presentation
Students will need to present their works in class for sharpening their
data collection and analysis techniques
Gilbert A. Churchill, Neil M. Ford & Orville C. Walker, (2006). Sales Force Management, 8th
edn. McGraw Hill Irwin.
CILO No.
1,2,3
1,2,3
2,3
1,2,3
Course
Assessment
Tasks (AT)
Continuous Assessment
Examinations
Mid-term examination
Final examination
30%
20%
50%
AT
CILO No.
1. Continuous assessment
Continuous assessment involves attendance, in-class participation, projects and 1,2,3
presentations. The assessments will cover all the three learning objectives.
2. Examinations
Examinations in both mid term and final term are categorized into three 1,2,3
difficulty levels covering both fundamental and advanced level of questions
about the understanding of sales management issues and respective solutions.
Advanced level questions particularly testify students’ ability on understanding
selling techniques.
Prerequisites
BBA 121 Principles of Management
Lecture
Schedule
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
Development and role of selling in marketing
Consumer and organizational buyer behaviour
Sales strategies - Sales planning process
Sales technique - Sales responsibilities and preparation
Sales technique - Personal selling skills
Selling to and managing key account
Sales Environment - Sales setting
Sales Environment - Law and ethics issues
Sales Force Management - Recruitment and selection
Sales Force Management - Motivation
Sales Force Management - Training
Sales Force Management - Compensation
Sales forecast and sales budgeting
Sales evaluation techniques
Presentation
Intended Learning Outcomes
Teaching and Learning Activities
Assessment Tasks
CILO1
TLA1, TLA2, TLA4
AT1, AT2
CILO2
TLA1, TLA2, TLA3, TLA4
AT1, AT2
CILO3
TLA1, TLA2, TLA3, TLA4
AT1, AT2