Detailed Course Information |
May 03, 2024
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| SBSM 205 - Sales Management and Forecasting |
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This course is designed to prepare learners to become effective sales managers in today’s hyper
competitive economy. The topics cover: strategic planning, exploring data patterns and
choosing forecasting techniques, analyzing customer and markets, designing and developing
the sales force, process management, measurement analysis.
Prerequisites Achievement Certificate in Sales and Marketing. Part of the: * Career Certificate in Sales Management. Learning Outcomes: Upon successful completion of this course, the student will be able to: 1. Discuss the importance of sales management 2. Design the organization’s sales force 3. Design the motivation and rewarding programs for organizations 4. Assess the performance of sales force and the people who comprise it. 5. Apply different forecasting techniques qualitative and quantitative Term duration: 6 Weeks Schedule: 2 Sessions/week - 2.5 Hrs/Session Assessments and Attendance: Learners are assessed throughout the term by tests, quizzes, assignments, projects or othermeans of evaluation. End-of-term achievement tests measure learners’ overall performancein the course. The final grade in each course is based on learners’ performance oncontinual assessment measures and the final test. Final course grades are NOT based on attendance, since in accordance with SCE’s attendance policy, learners must attend at least 60% of the class sessions in order to be allowed to take the final examination. 3.000 Continuing Education Units 3.000 Lecture hours Levels: Continuing Education Schedule Types: Lecture SCE Career Development Department Course Attributes: SCE-BSD Courses-REG Restrictions: Must be enrolled in one of the following Programs: Sales Management Must be enrolled in one of the following Levels: Continuing Education Must be enrolled in one of the following Colleges: School of Continuing Education Must be enrolled in one of the following Majors: SCE Career Development Prerequisites: (Continuing Education level SBSM 101 Minimum Grade of D and Continuing Education level SBSM 102 Minimum Grade of D and Continuing Education level SBSM 103 Minimum Grade of D) |
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