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Guidelines_English_Final
تحميل الدليل التدريبي

أسئلة شائعة


 

Kingdom of Saudi Arabia 

 

Course Specification

208 Sale (Motivation & Evaluation Salesmen)

 


Course Specification

Institution  : K . S . U .                     

College : Community in Riyadh

Department :  Administrative Sciences

A Course Identification and General Information

1.  Course title and code : 208 Sale (Motivation & Evaluation Salesmen)

2.  Credit hours : 3

3.  Program(s) in which the course is offered : Career

 

4.  Name of faculty member responsible for the course :

                            Dr. Mostafa Shalaby Mohamed

 

5.  Level/year at which this course is offered : 3RD .

6.  Pre-requisites for this course (if any) : ________

 

7.  Co-requisites for this course (if any) : _________

 

8.  Location if not on main campus : Community College in Riyadh

 

 


B  Objectives 

1.  Summary of the main learning outcomes for students enrolled in the course.

      a- recognizing on approaches motivation management .

      b- recognizing on sources & processes of motivation .

      c- recognizing on The performance management process & its evaluation .

      d- recognizing on methods of controlling the selling performance & its                                         

problems .

2.  Briefly describe any plans for developing and improving the course that are being implemented :

     a- Changing the scientific content .

     b- Depending on modern books .

     c- Depending on periodicals & researches available at internet .

 

C.  Course Description  (Note:  General description in the form to be used for the Bulletin or Handbook should be attached)

 

1 Topics to be Covered

 

Topic

No of

Weeks

Contact hours

1- the truth of selling job

1

3

2- An approach to motivation management

1

3

3- Motivation in work

1

3

4- Incentives and rewards

1

3

5- The sources of motivation

2

6

6- The processes of motivation

2

6

7- The Incentives and problems

1

3

8- The performance management

2

6

9- methods of controlling the selling performance

1

3

10- evaluation & selling quotas .

1

3

11- The problems of selling performance evaluation

1

3

 

 

 

 

 

 

 

2 Course components (total contact hours per semester):                        

Lecture:

       45- 48

Tutorial:  _________

Practical/Fieldwork/Internship: _________

 

Other: _________

 

3. Additional private study/learning hours expected for students per week. (This should be an average :for the semester not a specific requirement in each week) : ________

 

4. Development of Learning Outcomes in Domains of Learning 

a.  Knowledge 

(i)  Description of the knowledge to be acquired

     a- The Concept of motivation management .

     b- sources & processes of motivation .

     c- methods of controlling the selling performance .

    d- The problems of selling performance evaluation .

    

(ii)  Teaching strategies to be used to develop that knowledge

     a- Lecturers.

     b- Free Discussion.

     c- Case Studies.

    

(iii)  Methods of assessment of knowledge acquired

a- Midterms Exams .

b- Quizzes .

c- Researches & Home works .

d- Final Exam .

 

 

 

 

 

b.  Cognitive Skills

(i)  Cognitive skills to be developed

    a- motivation by the different processes of motivation .

    b- methods of controlling the selling performance & its problems .                                     

(ii)  Teaching strategies to be used to develop these cognitive skills

a-      The Implication Studies  .

b-      Lecturers .

c-      Education Through Groups  .

 

(iii)  Methods of assessment of students cognitive skills

      a - The Labial  Proposal .

      b- Free  Discussion .

      c-  The Individual Observation .

      d-  The Written Exams.

c. Interpersonal Skills and Responsibility

(i)  Description of the interpersonal skills and capacity to carry responsibility to be developed

    a- Cooperation  .

    b- Leadership .

    c- Motivation  & Encouragement .

(ii)  Teaching strategies to be used to develop these skills and abilities

 a-Making research .

 b-The Labial  Proposal .

 c-Education Through Groups .

(iii)  Methods of assessment of students interpersonal skills and capacity to carry responsibility

    a- The Individual Observation .

    b- Evaluation the researches & discussion it during the lecture .

d.   Communication, Information Technology and Numerical Skills

(i)  Description of the skills to be developed in this domain.

   a- designing motivation system   .

   b- motivation by the different processes of motivation .

(ii)  Teaching strategies to be used to develop these skills

   a- The Implication Studies .

   b- The Roles acting  .

   c- Free Discussion.

   d- The Labial  Proposal .

  

(iii)  Methods of assessment of students numerical and communication skills

   a- The Written Exams .

    a- The Labial  proposal .

   b- The Individual Observation .

e.  Psychomotor Skills (if applicable)

(i)  Description of the psychomotor skills to be developed and the level of performance required :___________________

(ii)  Teaching strategies to be used to develop these skills :_____________

(iii)  Methods of assessment of students psychomotor skills : __________

 

 

 

 

 

 

 

 

 

 

 

 

 

 

5. Schedule of Assessment Tasks for Students During the Semester

 

Assessment

Assessment task 

Week due

Proportion of Final Assessment

1

 

1st midterm exam

7

15%

2

 

2nd midterm exam

12

15%

3

 

Quizzes

________

5%

4

 

Researches & home works         

_________

5%

5

 

The final exam

17

60%

6

 

 

 

 

7

 

 

 

 

8

 

 

 

 

D. Student Support

40 Hours  Weekly ( Lecturers – Office Hours – Academic Guidance ) 

 

E Learning Resources

 

Required Text(s) : Administration with motivation, Dr: Haytham  Elani

 

-  The scientific principles of Sales management ,Dr. Nagy Maala

         

2. Essential References :___________

3- Recommended Books and Reference Material (Journals, Reports, etc) (Attach List) : - The Effective Sales Manager ( Dr. Talat Asaad )

           -Promotion & Commercial Advertisement ( Dr. Besheer Alallak )

4-.Electronic Materials, Web Sites etc

  

5- Other learning material such as computer-based programs/CD, professional standards/regulation :____________

 

 

 

 

 

F. Facilities Required

1.  Accommodation :

                 - Lecture Rooms

2. Computing resources

                 - Data Show .

3. Other resources : _____________________

 

 

G   Course Evaluation and Improvement Processes

 

1- Strategies for Obtaining Student Feedback on Effectiveness of Teaching

  a- The Midterms Exams .

  b- Quizzes .

  c- Home Works & Researches .

  d- The Final Exams .

2  Other Strategies for Evaluation of Teaching by the Instructor or by the Department

  - The Evaluation of  Lecturers Staff  by Students . 

3  Processes for Improvement of Teaching

  - Development of The Scientific Content .

4. Processes for Verifying Standards of Student Achievement :_________________

5  Describe the  planning arrangements for periodically reviewing course effectiveness and planning for improvement.

-  Browse  The New Books .

-  Browse  The Internet .

-  Exploration Opinions of Professors & Students  . 

 

 

 

 

 

 

 

 

 
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