Course 2013-2014 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 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:

• Sales Management: a framework
• The evolution of the personal selling process
• 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

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

• GUENZI, GEIGER (2011), Sales Management, Palgrave
• DALRYMPLE, SUJAN, Sales Management Simulation, 6^th edition
• Handouts

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

Last change 29/03/2013 14:54