Course Perspectives: The course focuses on what it takes to be successful in managing the sales function in a personal, direct sales environment. It asks the student to put himself/herself in the position of being a prospective sales manager. This context helps the student better relate to the realities of the environment and how the concepts of the course can be applied to practical sales management situations, and management performance requirements. The course will provide the student with a systematic framework for understanding how sales is distinguished from marketing, and what it takes to effectively manage the sales function. The attached course content details the topics covered in support of this objective.

The course is intended for:

  • Marketing students who wish to deepen their understanding of the sales function and what is required to manage the sales function effectively.
  • Non marketing students who desire a perspective of what selling is and how the management concepts are applied to the sales function.
  • All students who wish to develop a perspective of selling versus marketing for the purpose of future career planning.

Course Objectives:

  • To provide the student with a basic understanding of the processes and skills necessary to be successful in personal direct selling within the industrial market place.
  • To provide an understanding of the tools and techniques necessary to effectively manage the sales function, the sales organization and the sales inpidual.
  • To provide students with advanced skills in the areas of interpersonal communications, motivational questioning techniques and high-leverage employee process management.
  • The seminal purpose is to prepare the student for the Certification Examination to be given at the end of the preparation course.

The Central Bank of Jordan began in 1965 to study the necessary means of setting up a team for theoretical and practical training aimed at promoting human cadres of the banking and financial sector and study its employees needs and satisfy their desires to advance their scientific and practical abilities . These efforts culminated in the creation of the Institute of Banking Studies in accordance with Article (37) Paragraph (d) of the Central Bank of Jordan Law and in accordance with the Institute,s Articles of Association No. (69) issued on 1970. The Institute   was   officially   inaugurated on   October 9, 1971 and was housed then at the Central Bank,s premises.

In the early 1990,s , the  Institute  witnessed a new stage ; the construction of the Institute,s permanent   headquarter   in  Tla,a  Al  Ali ,  a suburb of the capital  Amman . The complex was constructed on an eight dunums plot of land and comprised of administration units, academic and training activities halls, library, laboratories, cafeteria, health clinic and a multipurpose hall. Also , the Institute has two branches, one in Irbid and the other in Aqaba.  The purpose of  these  branches is to widen the distribution of academic and training activities conducted  by the Institute to cover the various regions of the Kingdom.

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