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Course 2021-2022 a.y.

20429 - SALES MANAGEMENT

Department of Marketing

Course taught in English

Go to class group/s: 31

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

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


Suggested background knowledge

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: Digital transformation in sales and the role of technology.
  • 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.
  • Sales force leadership and coaching.
  • Evaluating sales force performance.
  • Managing the digital transformation of sales organizations

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 approaches 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 positions. 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 a virtual environment of a software-based simulation) the concepts and models presented in the course. Work in teams for making complex decisions under time pressure in uncertain environments.


Teaching methods
  • Face-to-face lectures
  • Online lectures
  • Guest speaker's talks (in class or in distance)
  • Exercises (exercises, database, software etc.)
  • Case studies /Incidents (traditional, online)
  • Group assignments
  • Interactive class activities (role playing, business game, simulation, online forum, instant polls)
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
  • Active class participation (virtual, attendance)
  •     x
  • Peer evaluation
  •     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 written exam includes questions referring to cases, talks and related concepts, models and tools presented and discussed in class.

     

    Sales Management Simulation: software-based simulation which makes students work in teams for making complex decisions under time pressure in uncertain environment thus applying the concepts and models presented in the course.

     

    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).
    The questions are aimed at verifying the ability to apply the knowledge students learned when studying the teaching material.


    Teaching materials
    ATTENDING STUDENTS
    • G. GUENZI, Sales Management,  Palgrave, 2011 (only chapters discussed in class).
    • S. DALRYMPLE, Sales Management Simulation, 6th edition.
    • Handouts.
    NOT ATTENDING STUDENTS

    G. GUENZI, Sales Management, Palgrave, 2011.

    Last change 30/09/2021 18:01