Home >> Courses Catalogue >> SALES FORCES MANAGEMENT
Course Code: 
COX 4220
Course Credit Units: 
Semester 2
Year of Study: 
Year 4
Undergraduate or Graduate Level: 
Undergraduate Level
Academic Programs: 
Course Description & Objectives: 

The course is developed to meet the needs of organizations seeking to optimize their ability to sell professionally within a dynamic competitive environment. The course provides students with selling skills necessary to ensure that it carries the impact of their desire. To support the selling activity in identifying high-value sales, it enables students to strengthen relationships with prospects, and ensure ultimate customer satisfaction.                                                                                                                                                                                                                                                                      Course Objectives:The course will enable students to;

  • understand customers’ and competitors’ characteristics
  • effectively make presentations and interaction with customers
  • Know the field procedures and responsibilities.
  • Appreciate the role of ethical decision making
  • Sales persons have to know the company’s products
  • Understand the selling process and improve their working skills


Learning Outcomes: 
  • Manage customer relationships
  • Understand company offerings
  • Develop and implement a sales program
  • Manage the selling process.
sales force management
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