MBA

Sales Management Track


  1. Personal Selling
    • This course will help teach the students how to plan, prepare, and execute sales proposals and presentations that address customer concerns, reduce the number of objections they encounter, and improve their closing of the sale process.
  2. Key Accounts Management
    • This Course is dedicated to equipping students with the necessary management skills for effective and efficient key account and sales management, aiming to maximize customer satisfaction and profitability of the company.
  3. Integrated Marketing Communication
    • This Course introduces students to the concept and application of integrating the elements of advertising, sales promotion, public relations, direct marketing and other aspects of the marketing mix to support the overall marketing strategy. Emphasis is placed on linking the fundamentals of marketing, and executing a comprehensive, integrated marketing communication program from message development through media ion.
  4. Research Methodology & Business Reporting
    • The first part of this course provides a comprehensive theoretical and practical framework for business research. It introduces the processes for developing research and considering different research designs and approaches together with statistical methods for data analysis and interpretation. The second part of the course teaches students how to report and present research findings using computer technologies and other presentation aids.
  5. Sales Force Management
    • This course explores the two major branches of selling, selling and sales force management. Starting right from the basics of selling to the point of controlling costs and evaluating sales personnel. The course also discusses the key trends that will affect sales management into the 21st century.
  6. Customers Relationship Management
    • Managing relationships with customers has become a critical organizational competency. The course introduces the student to the winning strategies for acquiring and retaining customers by leveraging the latest advanced technologies. This course will teach the student how to the right tools for the business so it can grow todayand on into the future.
  7. Management of Distribution Institutions
    • This course examines the needs of consumer goods and services companies selling through wholesalers and retailers business-to-business firms working through independent distributors and sales representative firms retailers seeking to improve efficiency in an increasingly competitive marketplace and intermediaries seeking to preserve their role in an increasingly fluid channel structure.
  8. Strategic Management
    • This course is designed to enable students to identify central issues and problems in business organizations to suggest alternative approaches and then present well-supported recommendations for future actions. The course will accomplish these objectives by explaining concepts and theories useful in understanding the strategic management process. The course will cover topics such as characteristics of strategic decisions, strategic decision makers, social responsibility and ethics in strategic management, situation analysis and corporate strategy, business and functional strategies in addition to strategy implementation and control. A case-study oriented approach will be heavily used in this course.