Course Brief

As well as considering the subject from a strategic perspective, the course provides a thorough and up-to-date overview of the accumulated theory and research evidence relevant to sales force management.

This course is available for purchase through SBCS GLI until January 2022. Examinations are available until August 2023.


  • Distance Learning
Topics covered
  • Development and role of selling in marketing.
  • Sales strategies.
  • Consumer and organisational buyer behaviour.
  • Sales responsibilities and preparation.
  • Personal selling skills.
  • Key account management.
  • Relationship selling.
  • Direct marketing.
  • Internet and IT applications.
  • Sales settings.
  • International selling.
  • Law and ethical issues.
  • Recruitment and selection.
  • Motivation and training.
  • Organisation and compensation.
  • Sales forecasting and budgeting.
  • Sales force evaluation.