East Delta University (EDU)

MBA Program
Course Title: Personal Selling & Sales Force Management
Course Code: MKT 696
Salespeople are the communication vehicles that drive the information back and forth between
the firm and the customer. To close a sales deal, salespeople play a significant role in the process
of purchase. This course is designed to teach, how to sell effectively in a business environment
and how to develop a winning sales force from the managerial perspectives. The basic motive is
to enable the audience to understand how the complex world of sales functions and how to make
decisions regarding making sales efficiently.

Chapter 1 Introduction to Sales Force Management

Chapter 2 Personal Selling Process
Chapter 3 Managing Sales Force
Chapter 4 Recruiting and Selecting Sales Personnel
Chapter 5 Sales Training
Chapter 6 Sales Promotion
Chapter 7 Improving the Sales Representative’s Personal Effectiveness
Chapter 8 Managing Sales Territories
Chapter 9 Setting Sales Quotas
Chapter 10 Evaluating Sales Force Performance

Referred Text 1. Sales and Distribution Management

Krishna K Havaldar and V M Cavale, 2nd Edition
McGraw Hill Inc., 2011

Class Days Saturdays

Timing 1830 Hours – 2130 Hours

Course Tutor Mohammed Javed Hossain PhD

Professor & Chairman
Department of Marketing
University of Chittagong
01817 292529, javscu24@yahoo.com

The End