Course description

The study of the subject is the processes of sales management in the activities of
enterprises.

The course is based on the concepts of sales theory, sales management,
psychology and negotiation theory, customer behavior. The structure of the
the course provides a detailed study of key categories of sales management: essence
and types of sales; the essence of sales management; methods for evaluating sales
efficiency; assessment of sales manager efficiency; stages of the process of lidogeneration; behavioral scenarios; client orientation theories; neurolinguistic
programming.

The discipline’s purpose is to develop a system of knowledge on the theory of product
sales, direct and indirect sales channels; development of practical skills in interaction
with the client base; development of a communicative component of work on
attracting new clients, making contact, and maintaining productive partnerships with
available clients; studying the characteristics of the stages of the sales process and
methods of direct customer acquisition; and negotiation skills and customer support
after the transaction is provided.
The main tasks (goals) of studying this subject are: a study of the purpose, nature,
classification, and characteristics of product and service sales; stages of sale; key hubs
for customer search and attraction; learned the fundamentals of behavioral theory and
neuro linguistic programming, the stages of the lead generation process, and the
institution’s client-focused work philosophy; gaining technical proficiency in
building emotional connections with clients, negotiating, handling objections, and
reaching an agreement; formation of the theoretical and methodological foundation
for students, required for the afterward acquired proficiency in the practice of
evaluating the effectiveness of the organization of the sales