البيع الشخصي وإدارة المبيعات

This course offers a practical and strategic overview of personal selling and sales management. It begins with an introduction to the selling process and sales environment, equipping students with essential skills such as prospecting, lead qualification, relationship-building, and delivering effective sales presentations. Students will explore value-driven selling, negotiation techniques, and the use of analytics in pricing decisions. The course also addresses key areas of sales force management, including recruitment, training, motivation, and performance evaluation, while emphasizing the psychological aspects of buyer behavior.
Interactive activities such as role-plays and simulations enhance critical thinking, communication, and problem-solving skills. Ethical, cultural, and legal dimensions of selling are integrated throughout, preparing students for dynamic sales roles in local and global markets.
This course offers a practical and strategic overview of personal selling and sales management. It begins with an introduction to the selling process and sales environment, equipping students with essential skills such as prospecting, lead qualification, relationship-building, and delivering effective sales presentations. Students will explore value-driven selling, negotiation techniques, and the use of analytics in pricing decisions. The course also addresses key areas of sales force management, including recruitment, training, motivation, and performance evaluation, while emphasizing the psychological aspects of buyer behavior.
Interactive activities such as role-plays and simulations enhance critical thinking, communication, and problem-solving skills. Ethical, cultural, and legal dimensions of selling are integrated throughout, preparing students for dynamic sales roles in local and global markets.