The course provides understandable, structured presentation of sales management, related with products and services. It should present the logical flow through the sales manager activities and issues that would be of his/her concern. The course has to give the strategic perspective of sales management and its contribution the company’s long-run success and profitability. Through examples and case studies, students should gain practical insight in the difficulties while making management decisions related with sales, as well as in the results from good or bad decisions in that process.