MKT623 - SALES FORCE MANAGEMENT

Students failing a module, and who need to complete a coursework component, must make contact with the relevant lecturer.

UNIVERSITI TEKNOLOGI MARA
Course Name (English) SALES FORCE MANAGEMENT
Course Code MKT623
MQF Credit 4
Course Description The course encompasses the theoretical knowledge and practices of managing an effective sales force suitable for current time. Discussion include the sales manager’s job, sales force management activities, working relationship with sales force and understanding of the sales force personal selling activities, which has a direct link to the customers’ satisfaction and retention.
Transferable Skills Communication, teamwork and problem solving
Teaching Methodologies Lectures, Inquiry-based Learning, Collaborative Learning
CLO
CLO1 Analyse the theories and practices in management of sales force today
CLO2 Formulate ethical and professional sales force management decisions relating to current issues
CLO3 Demonstrate sales force management activities verbally and in a written report
Pre-Requisite Courses No course recommendations
Reading List
Recommended Text
  • Mark W. Johnston, Greg W. Marshal 2016, Sales Force Management: Leadership, Innovation, Technology, 12th edition Ed., Routledge Taylor and Francis Group. New York and London
Article/Paper ListThis Course does not have any article/paper resources
Other References
  • Books David Jobber , Geoffrey Lancaster 2015, Selling and Sales Management, (10th edition) , Pearson Education Limited., UK
  • Books John F. Tanner, Earl D. Honeycutt, Robert C. Erffmeyer 2014, Sales Management: Shaping Future Sales Leaders (2nd edition) , Wessex, Inc, UK
  • Books **Rosann L. Spiro, Gregory A. Rich, William J. Stanton 2011, Management of a Sales Force (Int. Edition) , McGraw-Hill
  • Books Tom Bird, Jeremy Cassell 2014, Brilliant Selling, Pearson Education Limited
  • Books Stephen B Castleberry, John F Tanner 2013, Selling: Building Partnerships 9th edition , McGraw-Hill Education.
  • Books Tom Martin 2013, The Invisible Sale: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads , Pearson Education, US