Professional Selling and Management (SAL301)
Vietnamese title: Kỹ năng bán hàng chuyên nghiệp
Credits: 3
Prerequisites: MKT101

Description:
Learners will get accustomed to different valuable sales techniques, which guide them to prepare for sales activities, create better relationship with customers, utilize IT in sales management and deal with key accounts of their business.
As for sales perspectives, the course brings about the important roles of sales in company's marketing strategy, and helps learners shape their own sales strategy for any kind of given products.
Besides, four chapters in sales environment will also help learners consider various significant issues inside and outside their daily tasks such as, sales setting, customer behaviours, legal aspects and selling internationally.

Learning outcomes:
Understand the importance of selling skills and sales planning process
Understand target customers' behaviors, sales settings and international selling
Master selling techniques and develop personal selling skills
Understand how to manage the key accounts
Best utilize relationship selling and direct marketing
Apply Internet and IT advancements in selling and sales management

Student tasks:
- 80% attendance is required.
- Students are expected to finish all the homework and prepare carefully for their next lessons. No late homework or submit on behalf of someone else will be accepted.
- With possible written assignments, students may use the work of others – textbooks, journal articles, the Internet and other sources to study and to prepare their assignments. In that case, they need to cite these sources in Harvard Referencing style.
- Take part in the final exam

Tools:

Materials:
description: The Selling and Sales Management
author: David Jobber, Geoffrey Lancaster
publisher: Pearson Education Limited
published_date: 2015
edition: 10th
isbn: 978-1292078007
description: The Selling and Sales Management
author: David Jobber, Geoffrey Lancaster
publisher: Pearson
published_date: 2019
edition: 11th edition
isbn: 9781292205021
note: Chọn một trong hai sách. Ưu tiên mua ấn bản mới nhất.
description: The Selling and Sales Management
author: David Jobber, Geoffrey Lancaster
publisher: Pearson Education Limited
published_date: 2011
edition: 8th

Assessments:
category: Class participation
type: on-going
weight: 10.0
duration: OP1: All lecture
OP2: OP2 (For Constructivism Approach only): Follow lecturer's proposal
no_question: OP1: Online attendance status check
OP2 (For Constructivism Approach only): Follow lecturer's proposal
knowledge_and_skill: OP2 (For Constructivism Approach only): Follow lecturer's proposal
note: Required attendance of students:
- Lecture
- In class discussion
- Pay attention to class mates' presentation
category: Group Assignment
type: on-going
weight: 20.0
duration: OP2 (For Constructivism Approach only): Follow lecturer's proposal
no_question: OP2 (For Constructivism Approach only): Follow lecturer's proposal
knowledge_and_skill: OP2 (For Constructivism Approach only): Follow lecturer's proposal
note: '- Report with hard and soft versions
category: Individual Assignment 1
type: on-going
weight: 20.0
duration: OP2 (For Constructivism Approach only): Follow lecturer's proposal
no_question: OP2 (For Constructivism Approach only): Follow lecturer's proposal
knowledge_and_skill: OP2 (For Constructivism Approach only): Follow lecturer's proposal
note: - Report with hard and soft versions
- Prepare the slide fro presentations (if being requested by lecturer)
category: Individual Assignment 2
type: on-going
weight: 20.0
duration: OP2 (For Constructivism Approach only): Follow lecturer's proposal
no_question: OP2 (For Constructivism Approach only): Follow lecturer's proposal
knowledge_and_skill: OP2 (For Constructivism Approach only): Follow lecturer's proposal
note: - Report with hard and soft versions
- Prepare the slide for presentations (if being requested by lecturer)
category: Final Exam
type: Final exam
weight: 30.0
duration: 60'
no_question: Multiple choice questions
knowledge_and_skill: Multiple choice: 50
grading_guide: MPC questions will be drawn from the test bank/textbook contents.
Essay questions should cover the topics studied in the class and relevant application in reality.
note: Exam room

Schedule:
session: Course Introduction
materials: SAL301
session: Chapter 1. Development and role of selling in marketing
materials: SAL301
session: Chapter 1. Development and role of selling in marketing (cont)
session: Individual Assignment 1
Guidelines & Discussions #1:
Practice on Role of sales (5%)
session: Individual Assignment 1
Guidelines & Discussions #1:
Practice on Buyer behaviours (15%)
session: Group Assignment
Guidelines & Discussions #1:
Practice on International Selling (20%)
session: Chapter 2. Sales strategies
- Sales and Marketing planning
session: Chapter 2. Sales strategies (cont)
- The planning process
session: Chapter 2. Sales strategies (cont)
- Establishing marketing plans
session: Chapter 2. Sales strategies (cont)
- The place of selling in the marketing plan
session: Chapter 3. Consumer and organizational buyer behaviour
- Differences between consumer and organizational buying
session: Chapter 3. Consumer and organizational buyer behaviour (cont)
- Consumer buyer behaviour
session: Chapter 3. Consumer and organizational buyer behaviour (cont)
- Organizational buyer behaviour
session: Chapter 3. Consumer and organizational buyer behaviour (cont)
- Purchasing practice and Relationship Management
session: Chapter 4. Sales settings
session: Chapter 4. Sales settings (cont)
session: Individual Assignment 1
Guidelines & Discussions #2:
Practice on Role of sales (5%) and on Buyer behaviours (15%)
session: Individual Assignment 1
Guidelines & Discussions #2:
Practice on Role of sales (5%) and on Buyer behaviours (15%)
session: Individual Assignment 1
Guidelines & Discussions #2:
Practice on Role of sales (5%) and on Buyer behaviours (15%)
session: Individual Assignment 1
Guidelines & Discussions #2:
Practice on Role of sales (5%) and on Buyer behaviours (15%)
session: Chapter 5. International selling
session: Chapter 5. International selling (cont)
session: Group Assignment
Guidelines & Discussions #2:
Practice on International Selling (20%)
session: Group Assignment
Guidelines & Discussions #2:
Practice on International Selling (20%)
session: Chapter 7. Sales responsibilities and preparation
session: Chapter 7. Sales responsibilities and preparation (cont)
session: Chapter 11. Direct marketing
- What is direct marketing
session: Chapter 11. Direct marketing (cont)
- Database marketing
session: Chapter 11. Direct marketing (cont)
- Managing a direct marketing campaign
session: Chapter 11. Direct marketing (cont)
- Managing a direct marketing campaign
session: Chapter 8. Personal selling skills
- Introduction
session: Chapter 8. Personal selling skills (cont)
- The openning
- Need and problem identification
session: Chapter 8. Personal selling skills (cont)
- The presentation and demonstration
- Dealing with objections
session: Chapter 8. Personal selling skills (cont)
- Negotiation
session: Chapter 8. Personal selling skills (cont)
- Closing the sales
- Follow-up
session: Chapter 8. Personal selling skills (cont)
- Conclusion
session: Individual Assignment 2
Guidelines & Discussions #1:
Practice on Personal selling (20%)
session: Individual Assignment 2 (cont)
Guidelines & Discussions #1:
Practice on Personal selling (20%)
session: Chapter 9. Key account management
session: Chapter 9. Key account management (cont)
session: Chapter 9. Key account management (cont)
session: Chapter 9. Key account management (cont)
session: Group Assignment
Guidelines & Discussions #3:
Practice on International Selling (20%)
session: Group Assignment (cont)
Guidelines & Discussions #3:
Practice on International Selling (20%)
session: Group Assignment
Guidelines & Discussions #3:
Practice on International Selling (20%)
session: Group Assignment (cont)
Guidelines & Discussions #3:
Practice on International Selling (20%)
session: Chapter 10. Relationship selling
session: Chapter 10. Relationship selling (cont)
session: Chapter 10. Relationship selling (cont)
session: Chapter 10. Relationship selling (cont)
session: Chapter 12. Internet and IT applications in selling and sales management
session: Chapter 12. Internet and IT applications in selling and sales management
session: Chapter 12. Internet and IT applications in selling and sales management
session: Chapter 12. Internet and IT applications in selling and sales management
session: Individual Assignment 2
Guidelines & Discussions #2:
Practice on Personal selling (20%)
session: Individual Assignment 2
Guidelines & Discussions #2:
Practice on Personal selling (20%)
session: Group Assignment Presentation
session: Group Assignment Presentation (cont)
session: Group Assignment Presentation (cont)
session: Group Assignment Presentation (cont)