Course 2010-2011 a.y.
20313 - SALES AND KEY ACCOUNT MANAGEMENT
CLMG - M - IM - MM - AFC - CLAPI - CLEFIN-FINANCE - CLELI - ACME - DES-ESS - EMIT
Department of Marketing
Course taught in English
Go to class group/s: 31
CLMG (6 credits - I sem. - OP | SECS-P/08) - M (6 credits - I sem. - OP | SECS-P/08) - IM (6 credits - I sem. - OP | SECS-P/08) - MM (6 credits - I sem. - OP | SECS-P/08) - AFC (6 credits - I sem. - OP | SECS-P/08) - CLAPI (6 credits - I sem. - OP | SECS-P/08) - CLEFIN-FINANCE (6 credits - I sem. - OP | SECS-P/08) - CLELI (6 credits - I sem. - OP | SECS-P/08) - ACME (6 credits - I sem. - OP | SECS-P/08) - DES-ESS (6 credits - I sem. - OP | SECS-P/08) - EMIT (6 credits - I sem. - OP | SECS-P/08)
Course Objectives
This course deals with the methods and practical tools for human resource management in sales processes and for key account management.
The goal of this course is to foster analytical and decision-making skills of the students, by means of the use of theoretical models and decision-support tools in lectures, case studies and field projects.
A business game (sales simulation) helps students to put into practice the key topics covered in the course.
Course Content Summary
From personal selling to Key Account Management:
- The personal selling process.
- Identifying and analyzing key accounts.
- Key Account Management.
Managing sales processes:
- Sales forecasts.
- Territory design.
- Organizing the sales force and planning selling efforts.
- Direct, indirect and mixed sales forces.
- Team Selling.
- Rewarding and compensating the sales force.
Sales force management:
- Recruiting and selecting sales personnel.
- Sales force training.
- Sales force motivation.
- Leadership and coaching.
Detailed Description of Assessment Methods
Attending students
Written exam.
The Sales Simulation is included in the final evaluation.
Non-attending students
Written exam.
Textbooks
For attending students
- CRON, DeCARLO, Sales Management, 2010 (10th edition).
- S. DALRYMPLE, Sales Management Simulation (6th edition)
- Handouts
For non attending students
- CRON, DeCARLO, Sales Management, 2010 (10th edition)
Last change 25/06/2010 12:44