Insegnamento a.a. 2023-2024

• 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

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. Reflect on the impact of digital technologies on sales force management decisions and actions. Understand and explain theoretical models and decision-support tools, as applied in lectures and case studies.

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.

• 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 on campus/online (role playing, business game, simulation, online forum, instant polls)

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.

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 lectures, cases, guest speakers' talks and all 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).

Written exam: the exam format is a mix of open questions, multiple choice questions and short exercises (it is recommended to bring a calculator) based on the textbook.
The questions are aimed at verifying the ability to apply the knowledge students learned when studying the teaching material.

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

G. GUENZI, Sales Management, Palgrave, 2011.