The career of sales professionals is more difficult as customers continuously change their purchasing behavior and as competitors become

tougher. The Post Graduate Professional Diploma in Sales Management, accredited by the Supreme Council of Egyptian Universities resolution no.177 dated August 8, 2010 as equivalent to the post graduate diplomas in business administration awarded by Egyptian Universities, is designed to prepare sales professionals and managers with essential management skills to enable them to compete and grow in todays professional environment. The Diploma provides participants with the knowledge, skills, attitudes, and activities needed by the active sales force and managers in all levels to function effectively. SEMESTER I: THE SELLING PROCESS. 1. Planning the Sale. 2. Prospecting and Qualifying. 3. Pre-Approach and Approach. 4. Making the Sales Presentation. 5. Demonstration. 6. Sales Resistance and Objections 7. Closing. 8. Post Sale Activities. 9. Building Future Sales. 10. Increasing Selling Efficiency. SEMESTER II: SETTING THE SALES PLAN, THE PROGRAM. 1. Introduction to Sales Management. 2. Building Relationships through Strategic Planning. 3. The Market-Driven Sales Function. 4. Forecasting Market Demand and Sales Budget. 5. Design and Size of Sales Territories. 6. Sales Objectives and Quotas. SEMESTER III: IMPLEMENTING THE SALES PLAN. 1. Planning the Sales Teams Effort. 2. Staffing the sales Team. 3. Training the Sales Team. 4. Directing the Sales Team. 5. Controlling the Sales Team. SEMESTER IV: MARKETING PRINCIPLES & ITS RELATION TO THE SELLING PROCESS 1. Marketing Definition 2. Marketing Environment 3. Market segmentation 4. Marketing Planning and its role in achieving sales targets 5. Marketing Mix 6. Marketing Strategies 7. Product life cycle & its related Marketing strategies 8. Competitive strategies
The American University in Cairo. School of Business, Management Center 113 Kasr El Aini St., P.O. Box 2511, Cairo, 11511, Egypt. Telephone: 20.2.2797.6523 / 6705 Fax: 20.2.2792.3033 imd@aucegypt.edu www.management.aucegypt.edu

POST GRADUATE PROFESSIONAL DIPLOMA IN SALES MANAGEMENT

9. Promotional mix: Personal Selling, Advertising, Sales Promotion ,DM & PR 10. Marketing & Market research 11. Global Marketing & Electronic Marketing FINAL PROJECT. REGISTRATION: Candidates may apply personally or through their organizations. Fees paid in advance for each semester. Companies letters of nomination are acceptable with checks to follow. Those who apply personally should pay in cash or by certified checks. Both kinds of checks should be payable to The American University in Cairo. SCHEDULE: Sessions are held once a week from 6:00 to 9: 00 PM. For Further Information & Registration: Tel: 2797 -6523 Fax: 2792 3033- Email: imd@aucegypt.edu

The American University in Cairo. School of Business, Management Center 113 Kasr El Aini St., P.O. Box 2511, Cairo, 11511, Egypt. Telephone: 20.2.2797.6523 / 6705 Fax: 20.2.2792.3033 imd@aucegypt.edu www.management.aucegypt.edu