Course 2013-2014 a.y.
20429 - SALES 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 focuses on the methods and practical tools for organizing and managing a sales force. The goal of this course is to foster analytical and decision-making skills of the students, by using theoretical models,a simulation and decision-support tools in lectures and case studies.
Course Content Summary
Main topics are:
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Sales Management: a framework
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The evolution of the personal selling process
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Organizing the sales force and planning selling efforts
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Sales force organization and Territory design
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Recruiting and selecting sales personnel
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Sales force training
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Sales force control systems
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Rewarding and compensating the sales force
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Sales force motivation
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Leadership and coaching
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Evaluating sales force performance
Detailed Description of Assessment Methods
For non attending students
Written exam
For attending students
Written exam. Mix of open questions, multiple choice questions and short exercises. Final grade is the sum of written exam and team ranking in the Sales Force Simulation (only for the exam sessions on January and February).
Textbooks
For non attending students
- GUENZI, GEIGER (2011), Sales Management, Palgrave
For attending
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GUENZI, GEIGER (2011), Sales Management, Palgrave
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DALRYMPLE, SUJAN, Sales Management Simulation, 6th edition
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Handouts
Last change 29/03/2013 14:54