University of Central Punjab

UCP Online - Course Catalog

WASEEM IRSHAD : [MKTG3013] Selling and Sales Management (C )

Course Description
Perhaps no other area of business activity gains much attention between those directly involved and those who are not involved in the activity called
SALES. It is said that nothing happens until a sale takes place. The course provides detailed information to be an ideal sales manager who is one
of the most important executive in an organization. Students examine effective management of a sales force in competitive and diverse marketplace and an
exposure to many a problems faced by modern day sales manager. The course also covers planning, implementing, controlling and analyzing sales regions
and territories. Selecting, training, motivating and evaluation of sales force is also discussed in detail.

More Information

Recommended Text Books

Recommended Reference Books

Recommended Web Resources

Assessment and Evaluation

Calendar of Activities

Plagiarism and Intellectual Property Policy:

Reproduction of the writing or literary work or concepts or inventions of another person as one's own product without writing proper acknowledgment to the actual author, willfully
or unintentionally, is termed as plagiarism. The actual author has a right to bring a lawsuit for unauthorized use of his/her work against the plagiarist. University of Central Punjab
discourages plagiarism and warns students to be careful while using someone else's work in their written work to meet requirements of a course or a degree. It may be clarified
that quotes which are brief or are acknowledged as quotes do not constitute plagiarism.

Be watchful - Every written material/assignment shall come under the careful scrutiny of others. Do ensure that published work of others is properly cited; source of unpublished
material obtained from lectures, oral communication or interviews are duly acknowledged. UCP's statutes 2004 - Clause 22 at Chapter 15 and UCP regulations 2005 - Clause
8.18 and Clause 13 at Chapter 13 deal with plagiarism and intellectual property rights, which may be consulted by the UCP students and employees.

A fellow student, a Faculty member or a member of the UCP Administration can report any instance of plagiarism to the Dean of the Faculty, who after