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Prince Sultan University

Marketing Department/ CBA College

Summer Semester 113: 2011 - 2012

Our vision is to be a hallmark of excell ence and innovation in businesseducation in the Kingdom of Saudi Arabia.

Our mission is to promote excellence and innovation in business

education, research, and service in the Kingdom of Saudi Arabia in li ne

with international standards.

COURSE OUTLINE

Course Code & Title: MKT 330 Professional Selling and Sales

ManagementSection 517: 13:00 15:00 SMW Credit Hours: 3

Prerequisite: MKT 301

Name of Faculty: Dr. Husam Kokash Office: E-357 Old Building

Email:hkokash@psu.edu.sa Phone: 01 494 8542

Course Description:

This course introduces the students to the selling and sales management

concept, is designed to benefit students across multiple disciplines, and toprovide them with an integrated framework useful for understanding the

role of personal selling within the context of marketing strategies.

Emphasis is placed on the following principles of sales force

management: Creating value with relationship selling, formulating and

evaluating sales strategy, recruitment, training, motivation, performanceevaluation, and sales force structure.

A successful completion of the course should enable the student to

understand activities and problems of managing self and other bycovering sales force management concept, and extensively, by

contributing to the process of development and implementation of the

major components of personal selling strategy and of the development of

a presentation strategy as well.

mailto:hkokash@psu.edu.samailto:hkokash@psu.edu.samailto:hkokash@psu.edu.samailto:hkokash@psu.edu.sa

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Class participation & attendance:

Attendance for regular classes is expected. Class participation is a crucial

part of the course which will take place during lectures, discussion on

Sales and marketing topics, case analyses and students activities inscenarios and role playing, will be evaluated on regular bases. Keep in

mind that poor attendance will negatively affect the total grade.

Role Playing:

Students registered in this course will be asked to give presentation in

three role plays which will be determined soon; one is individual and

short practice in the classroom based one to one communication. The

second is a team sales presentation where a group of sellers will give

presentation for a group of buyers. And the third role play is a full

negotiation between buyers and sellers.

Case Study analysis:

Students Registered in this course will be asked to analyze and present

two cases, one problem case will be given to the student by the

instructor, the second case is from the student's choice but withpreapproval by the course instructor to avoid repetition and overlaps in

the students' selection of their case study.

In both cases, students must focus on three dimensions of the case;

Problem, Solution, and implementation. More information about

these assignments will be given to the students in class.

DN Policy

For Any student who exceeds the number of absences allowed will be

recommended for DN. The absences will be counted from the day first ofthe official start of classes given in the semester calendar, no matter when

the student has actually registered the course. Besides, any student who

is late by more than f ive minutes after the scheduled start of a class will

be marked absent, and such absences wi ll also be counted for DN

purpose.

The instructor reserves the right to change or modify the course

syl labus, and to revise it to g enerate the maximum benef its for the

students. The possib le mo dif icat ions wil l be discuss ed with the students

in the classroom .

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An up dated and imp roved co py w il l be l inked to the instructor 's Website,

where students are respons ible for checking and keeping up w ith any

changes.

Course ContentsWeek Topic Chapter

1-2 Reed selected from Chapters 1 & 2:

Developing a Personal selling Philosophy:

Relationship Selling Opportunities in the informationEconomy.

Evolution of Selling Models that complements theMarketing Concept.

1-2

2-3 Read Selected from Chapters 6 & 7:

Developing a product strategy that creates value. Product-Selling Strategies that Add Value.

6-7

4 Read Selected from Chapter 10:

Developing a Presentation Strategy:

Six Step Presentation Plan.

Converting prospect's attention and arousing interest

10

Midterm Exam

5 Read Selected from Chapter 11:

Determining customer needs with a consultative

questioning strategyRead Selected from Chapter 12:

Creating Value with consultative presentation

11

12

5-6 Read Selected from Chapter 13

Negotiating Buyer Concerns

Read Selected from Chapter 14

Adapting the close and confirming the partnership

Specific methods for closing the sale

13

14

7 Read Selected from Chapter 15 & 17:Servicing the sale and building partnership

Sales Force Management.

Recruitment & selection.

Orientation, Motivation, Training, and Compensation.

Assessing sales force productivity.

15

17

Final Exam