Courses @ UNIRAZAK

This course is will develop the conceptual and creative selling and sales management abilities. Students will be introduced with the major selling and sales management concepts and practices. They will learn the essence of the major managerial functions within sales management context. The course allows understanding sales management activities among the other functions of a company and their role in interaction between a company and its market.

• Describe the principles and practice of selling.
• Explain the strategic role of personal selling for different markets and perform the sales process from prospecting to closing.
• Explain the main methods of sales forecasting, sales force planning, recruitment, evaluation and compensation.