Weeks | Topics |
1 |
Introduction to sales management
|
2 |
General information about individual selling
|
3 |
Historical change of individual selling
|
4 |
The impact of culture and values on sales
|
5 |
B2B and B2C Sales
|
6 |
Obligations and duties of sales managers
|
7 |
Characteristics of sales managers
|
8 |
Midterm
|
9 |
Market segmentation, targeting
|
10 |
Sales steps
|
11 |
Customer types
|
12 |
Sales strategies
|
13 |
Selection, training and management of sales teams
|
14 |
Final exam
|