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PERSONAL SELLING AND SALES MANAGEMENT


Professor: Robert Owen, Ph.D.
Contact at: Please post questions on the SyKronix Marketing Researcher's Forum

 
Target Audience:

  • College students who are currently enrolled in a traditional personal selling or sales management course and who would like some additional materials to review.
  • Entrepreneurs and others who would like to learn a little personal selling or sales management from scratch without taking a full course.

 
Required Textbook:

None.  However, if you are learning about personal selling and sales management for the first time, these notes and exercises will not provide you with the required depth that a textbook and in-class experience can provide.

If do buy a supplementary book, I would strongly urge you to find a college textbook, not something from the popular press.  A book on "one hundred best closing lines" teaches you to be obnoxiously pushy in asking people to buy things that they neither need nor want, not how to find people who need what you have for sale.  College textbooks have been through a rigorous review process and are written by people who generally have had experience in many phases of the subject, including hands-on field experience, academic and field research, and consulting to industry.

 
Course Objectives:

  • To provide an introduction to personal selling as a systematic process.
  • To provide insights into how people are motivated - both salespeople and prospective buyers.
  • To provide and introduction to the basic activities of sales management: evaluation, compensation, forecasting, budgeting, time and territory management.

 
Grading/Certification:

None.  You are on your own to assess your performance on any exercises that are developed.

If the materials posted here are part of an in-class course taught by Dr. Owen, you might need the following documents:

 


COURSE OUTLINE

1:  INTRODUCTION TO SALES
2:  CONSUMER vs. INSTITUTIONAL MARKETS
3:  SALESPERSON PERSONALITY AND MOTIVATION
4: METHODS OF COMPENSATION AND EVALUATION
5: COMMUNICATION
6: THE SELLING PROCESS:
    PROSPECTING AND APPROACH
7: THE SELLING PROCESS:
    NEEDS ANALYSIS AND PRESENTATION
  • Needs Analysis
  • Presentation

  •  
8: THE SELLING PROCESS:
    CLOSING AND POST-SALE SERVICE
  • Closing
  • Post-decision Processing
  • Post-sale Service

  •  
9: NON-NEEDS SELLING;
ETHICAL AND LEGAL ISSUES
10: RECRUITING AND TRAINING OF SALESPEOPLE
11: TIME AND TERRITORY MANAGEMENT
12: SALES FORECASTING
13: BUDGETING