8/13/2019 Sales Management Post Graduate Diploma Flyer

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POST GRADUATE PROFESSIONAL DIPLOMA IN SALES

MANAGEMENTThe career of sales professionals is more difficult as customers continuously change their purchasingbehavior and as competitors become tougher. The Post Graduate Professional Diploma in Sales

Management, accredited by the Supreme Council of Egyptian niversities resolution no.!"" dated#ugust $, %&!& as e'uivalent to the post graduate diplomas in business administration a(arded by

Egyptian niversities, is designed to prepare sales professionals and managers (ith essential

management s)ills to enable them to compete and gro( in today*s professional environment.

The Diploma provides participants (ith the )no(ledge, s)ills, attitudes, and activities needed by the

active sales force and managers in all levels to function effectively.

SEMESTERI: THESELLINGPROCESS.

!. Planning the Sale.%. Prospecting and +ualifying.. Pre-#pproach and #pproach.

. Ma)ing the Sales Presentation./. Demonstration.

0. Sales 1esistance and 2b3ections". Closing.

$. Post Sale #ctivities.4. 5uilding 6uture Sales.

!&. 7ncreasing Selling Efficiency.

SEMESTERII: SETTING THE SALES PLAN, THE PROGRAM.

!. 7ntroduction to Sales Management.

%. 5uilding 1elationships through Strategic Planning.. The Mar)et-Driven Sales 6unction.

. 6orecasting Mar)et Demand and Sales 5udget.

/. Design and Si8e of Sales Territories.0. Sales 2b3ectives and +uotas.

SEMESTERIII: IMPLEMENTING THE SALES PLAN.

!. Planning the Sales Teams Effort.%. Staffing the sales Team.

. Training the Sales Team.. Directing the Sales Team.

/. Controlling the Sales Team.

SEMESTER IV: MARKETINGPRINCIPLES& ITSRELATIONTOTHESELLINGPROCESS

!. Mar)eting Definition%. Mar)eting Environment

. Mar)et segmentation

. Mar)eting Planning and its role in achieving sales targets/. Mar)eting Mi9

0. Mar)eting Strategies". Product life cycle : its related Mar)eting strategies

$. Competitive strategies4. Promotional mi9; Personal Selling, #dvertising, Sales Promotion ,DM : P1

!&. Mar)eting : Mar)et research!!. Global Mar)eting : Electronic Mar)eting

The American University in Cairo. School of Business, Management Center113 Kasr El Aini St., .!. Bo" #$11, Cairo, 11$11, Egy%t.Tele%hone& #'.#.#()(.*$#3 + *('$ a"& #'.#.#()#.3'33im-aucegy%t.e-u ///.management.aucegy%t.e-u

8/13/2019 Sales Management Post Graduate Diploma Flyer

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FINALPROJECT.

REGISTRATION:

Candidates may apply personally or through their organi8ations. 6ees paid in advance for eachsemester. Companies* letters of nomination are acceptable (ith chec)s to follo(. Those (ho

apply personally should pay in cash or by certified chec)s. 5oth )inds of chec)s should be

payable to The #merican niversity in Cairo.

SCHEDULE:

Sessions are held once a (ee) from 0;&& to 4; && PM. .For Furt!r I"#or$%to" & R!'(tr%to":Tel; %"4" -0/%