Sales Management At University Of Ghana

Sales Management At University Of Ghana

Personal selling, as a marketing sub-function, is embedded in the promotional component. It is a
revenue-generating function which is performed by a team of sales personnel usually referred to as
the “sales force”. Owing to the unique features of the personal selling job (e.g. there is little or no
direct supervision) it is considered necessary to equip potential sales force managers with distinct
management skills in order to ensure efficiency and effectiveness. Sales Management, as a
course, is therefore designed to provide managers with the requisite knowledge in planning,
organising, directing and control, with specific reference to sales personnel. Core skills acquired
by the end of the course include motivation, compensation, forecasting and routing, and
salesmanship.