Course 2012-2013 a.y.

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 Director:
PAOLO GUENZI

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, combining the methodological approaches in sales force management with decision-support tools in lectures and case studies.
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:

• Managing change in the sales force
• Sales Forecasts
• 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 on textbook. The Sales Simulation is included in the final evaluation.

Non-attending students
Written exam on textbook only, not on Sales Management Simulation

Textbooks

Attending students

• Guenzi, Geiger, Sales Management, Palgrave, 2011
• Dalrymple, Sujan, Sales Management Simulation, 6th edition
• Handouts
  

Non-attending students

• Guenzi, Geiger, Sales Management, Palgrave, 2011

Exam textbooks & Online Articles (check availability at the Library)

Last change 15/05/2012 10:54