WELCOME

Selling & Sales Management

 Selling & Sales Management

 Course Facilitator: AGHA MAHMOOD ALI KHAN

1st Week 1st Session
 Introduction

 Classroom Norms & Regulations

Aitchison College
Pakistan Army
PUNJAB COLLEGE OF BUSINESS ADMINISTRATION
(UCP)
British Council
UNILEVER Pakistan
University of Central Punjab
Class introduction

 Name

 Any Achievement

 Goal in Life

 Strength & Weakness

 Few words on the ongoing course.

1st Week 2nd Session
 Classroom Regulations

 Course Introduction
Classroom Norms & Regulations

 Be in time

 Dressing

 Cell Phones

 Things you must carry ( Pen / Notebook / Name Tag)

 Pre / Post Class Activity

SEMESTER ACTIVITY

 Classes / Participations 4 8%
 *Quizzes 3 6%
 *Assignments 3 6%
 *Project 20 %
 Mid 20 %
 Final 40 %
Group Formation

 Initially group will be of 6 each

 Submit the groups by the 3rd week.

 Marks go to the group so they decide who gets them.

 Peer review is very important.

Housekeeping Tips

 Be in time

 Be Regular

 Phones on silent mode

 Well Equipped
 Name Tags / Note Books / Writing Instruments
 1st Week 2nd Session

 What is Selling?

 Selling is about identifying and meeting human and social needs by a suitable product.

 Valuing consumer needs at a profit

 How to do ‘Selling Management’?

Course Objectives

1) Explain the main concepts related to selling & sales management and explore the
sales setting.
2) Extend students’ understanding of the sales setting from a strategic and tactical
level.
3) Understand the perspective of sales within marketing mix and promotional mix
context for an organization.
4) Understand the skills and responsibilities required to be an effective “Sales
Manager”.
5) Develop the right set of skills required to effectively and efficiently do sales.
6) Explore the selling and sales management process in detail.
THANK YOU