| Relevance of Course Objectives and Core Learning Outcomes(%) |
Teaching and Assessment Methods for Course Objectives |
| Course Objectives |
Competency Indicators |
Ratio(%) |
Teaching Methods |
Assessment Methods |
| Develop in the students the capabilities of administrating a sales team for achieving the organization’s goals |
|
|
|
| Written Presentation |
| Oral Presentation |
| Quiz |
| Other |
|
| Course Content and Homework/Schedule/Tests Schedule |
| Week |
Course Content |
| Week 1 |
Introduction |
| Week 2 |
The sales process |
| Week 3 |
Culture |
| Week 4 |
Fishbein Model for Consumer Analysis |
| Week 5 |
Fishbein Model for Consumer Analysis |
| Week 6 |
Customer Life Time Value |
| Week 7 |
Customer Life Time Value |
| Week 8 |
Sales Organization |
| Week 9 |
Middle Term Examination |
| Week 10 |
Sales wages and benefits |
| Week 11 |
Sales wages and benefits |
| Week 12 |
Sales presentation |
| Week 13 |
Sales presentation |
| Week 14 |
Closing sales |
| Week 15 |
Sales procedure |
| Week 16 |
Time management |
| Week 17 |
Recruiting procedures |
| Week 18 |
Final examination |
|
| Evaluation |
| The students will perform a sales audit activity for a SME in order to solve some sales issues in the selected firm. The students will apply all the tools reviewed to enhance the firm’s selling performance |
| Textbook & other References |
| NA |
| Teaching Aids & Teacher's Website |
| NA |
| Office Hours |
| By appointment |
| Sustainable Development Goals, SDGs |
| | include experience courses：N |
|