Course 2018-2019 a.y.

20429 - SALES MANAGEMENT

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) - 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  |  12 credits SECS-P/08) - EMIT (6 credits - I sem. - OP  |  SECS-P/08) - GIO (6 credits - I sem. - OP  |  SECS-P/08)
Course Director:
PAOLO GUENZI

Classes: 31 (I sem.)
Instructors:
Class 31: PAOLO GUENZI


Prerequisites

Knowledge about fundamentals of marketing is recommended.

Mission & Content Summary

MISSION

Sales careers are more and more attractive, because of the strategic evolution of sales departments in most organizations. As such, companies increasingly need qualified talent in Sales positions. Unfortunately, there is scarcity of academic background on sales topics. Therefore, companies appreciate talented students with some knowledge about sales force management.

CONTENT SUMMARY

  • Sales Management: a framework.
  • The evolution of the personal selling process: the role of technolgy.
  • Organizing the sales force and planning selling efforts.
  • Sales force organization and Territory design.
  • Recruiting and selecting sales personnel.
  • Sales force training.
  • Sales force control systems.
  • Rewarding and compensating the sales force.
  • Sales force motivation.
  • Leadership and coaching.
  • Evaluating sales force performance.

Intended Learning Outcomes (ILO)

KNOWLEDGE AND UNDERSTANDING

At the end of the course student will be able to...
  • Know methods and practical tools for human resource management in sales processes.
  • Recognize the pros and cons of different approachhes to sales force management decisions.
  • Identify the key decision making areas in sales force management.
  • Describe the most relevant success factors for sales management jobs and position.
  • Understand and explain theoretical models and decision-support tools, as applied in lectures and case studies.

APPLYING KNOWLEDGE AND UNDERSTANDING

At the end of the course student will be able to...
  • Apply analytical and decision-making skills to typical sales force management problems.
  • Apply (in the context of  avirtual environment of a software-based simulation) the concepts and models covered in the course.
  • Work in teams for making complex decisions under time pressure in uncertain environments.

Teaching methods

  • Face-to-face lectures
  • Guest speaker's talks (in class or in distance)
  • Exercises (exercises, database, software etc.)
  • Case studies /Incidents (traditional, online)
  • Group assignments

DETAILS

Regular sessions are based on presentation and discussion of the topics covered in the textbook.

  • Sessions can partially be used to provide a forum for groups for presenting and discussing conceptual tools and practical applications of such topics.
  • Special learning events: company presentations, real-world case studies. In some cases articles from leading international journals can be used as suggested readings.
  • Sales Management Simulation: this is a software-based simulation requiring Groupwork and group presentations. All groups manage a sales force of a company in the same competitive environment.

Assessment methods

  Continuous assessment Partial exams General exam
  • Written individual exam (traditional/online)
     x
  • Group assignment (report, exercise, presentation, project work etc.)
     x

ATTENDING STUDENTS

Written exam. The exam format is a mix of open questions, multiple choice questions and short exercises (it is recommended to bring a calculator). The 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).


NOT ATTENDING STUDENTS

Written exam. The exam format is a mix of open questions, multiple choice questions and short exercises (it is recommended to bring a calculator).


Teaching materials


ATTENDING STUDENTS

  • G. GUENZI, Sales Management,  Palgrave, 2011 (only chapters covered in class).
  • S. DALRYMPLE, Sales Management Simulation, 6th edition.
  • Handouts.

NOT ATTENDING STUDENTS

G. GUENZI, Sales Management, Palgrave, 2011. 

Last change 25/06/2018 12:20