POST GRADUATE PROFESSIONAL DIPLOMA IN SALES

MANAGEMENT

The career of sales professionals is more difficult as customers continuously change

their purchasing behavior and as competitors become tougher. The Post Graduate
Professional Diploma in Sales Management, accredited by the Supreme Council of
Egyptian Universities resolution no.177 dated August 8, 2010 as equivalent to the
post graduate diplomas in business administration awarded by Egyptian
Universities, is designed to prepare sales professionals and managers with essential
management skills to enable them to compete and grow in todays professional
environment.
The Diploma provides participants with the knowledge, skills, attitudes, and
activities needed by the active sales force and managers in all levels to function
effectively.
SEMESTER I: THE SELLING PROCESS.
1. Planning the Sale.
2. Prospecting and Qualifying.
3. Pre-Approach and Approach.
4. Making the Sales Presentation.
5. Demonstration.
6. Sales Resistance and Objections
7. Closing.
8. Post Sale Activities.
9. Building Future Sales.
10. Increasing Selling Efficiency.
SEMESTER II: SETTING THE SALES PLAN, THE PROGRAM.
1. Introduction to Sales Management.
2. Building Relationships through Strategic Planning.
3. The Market-Driven Sales Function.
4. Forecasting Market Demand and Sales Budget.
5. Design and Size of Sales Territories.
6. Sales Objectives and Quotas.
SEMESTER III: IMPLEMENTING THE SALES PLAN.
1. Planning the Sales Teams Effort.
2. Staffing the sales Team.
3. Training the Sales Team.
4. Directing the Sales Team.
5. Controlling the Sales Team.
SEMESTER IV: MARKETING PRINCIPLES & ITS RELATION TO THE SELLING PROCESS
1. Marketing Definition
2. Marketing Environment
3. Market segmentation
4. Marketing Planning and its role in achieving sales targets
The American University in Cairo. School of Business, Management Center
113 Kasr El Aini St., P.O. Box 2511, Cairo, 11511, Egypt.
Telephone: 20.2.2797.6523 / 6705 Fax: 20.2.2792.3033
imd@aucegypt.edu www.management.aucegypt.edu

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Marketing Mix
Marketing Strategies
Product life cycle & its related Marketing strategies
Competitive strategies
Promotional mix: Personal Selling, Advertising, Sales Promotion ,DM & PR
Marketing & Market research
Global Marketing & Electronic Marketing

FINAL PROJECT.

REGISTRATION:
Candidates may apply personally or through their organizations. Fees paid in
advance for each semester. Companies letters of nomination are acceptable with
checks to follow. Those who apply personally should pay in cash or by certified
checks. Both kinds of checks should be payable to The American University in
Cairo.

SCHEDULE:
Sessions are held once a week from 6:00 to 9: 00 PM.

For Further Information & Registration:

Tel: 2797 -6523 Fax: 2792 3033- Email: imd@aucegypt.edu

The American University in Cairo. School of Business, Management Center

113 Kasr El Aini St., P.O. Box 2511, Cairo, 11511, Egypt.
Telephone: 20.2.2797.6523 / 6705 Fax: 20.2.2792.3033
imd@aucegypt.edu www.management.aucegypt.edu