Course 2015-2016 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

Textbooks

For Attending Students:

• P. Guenzi, S. Geiger , Sales Management (Palgrave) 2011.
  
• D.J. Dalrymple, H. Sujan, Sales Management Simulation ,6th edition.
• Handouts.
  

Non Attending Students:

• P. Guenzi, S. Geiger , Sales Management (Palgrave) 2011.
  

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

Last change 27/03/2015 12:44