Insegnamento a.a. 2008-2009

8185 - SALES AND KEY ACCOUNT MANAGEMENT


MM-LS - AFC-LS - CLAPI-LS - CLEFIN-LS - CLELI-LS - DES-LS - CLG-LS - M-LS - IM-LS - ACME-LS - EMIT-LS

Department of Marketing

Course taught in English

Go to class group/s: 31
MM-LS (6 credits - I sem. - AI) - AFC-LS (6 credits - I sem. - AI) - CLAPI-LS (6 credits - I sem. - AI) - CLEFIN-LS (6 credits - I sem. - AI) - CLELI-LS (6 credits - I sem. - AI) - DES-LS (6 credits - I sem. - AI) - CLG-LS (6 credits - I sem. - AI) - M-LS (6 credits - I sem. - AI) - IM-LS (6 credits - I sem. - AI) - ACME-LS (6 credits - I sem. - AI) - EMIT-LS (6 credits - I sem. - AI)
Course Director:
PAOLO GUENZI

Classes: 31 (I sem.)
Instructors:
Class 31: 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, by means of the use of theoretical models and decision-support tools in lectures, case studies and field projects.
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:

  • Sales Forecasts
  • Territory design
  • 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

Some classes are held by a Visiting Professor.


Detailed Description of Assessment Methods

Attending students
Written exam. The Sales Simulation is included in the final evaluation.

Non-attending students
Written exam.


Textbooks

Attending students 

  • Cron, DeCarlo (2006), Dalrymple’s Sales Management (9th edition) - only chapters discussed in class
  • Dalrymple, Sujan, Sales Management Simulation (6th edition)
  • Handouts

Non attending students

  • Cron, DeCarlo (2006), Dalrymple’s Sales Management (9th edition)
Exam textbooks & Online Articles (check availability at the Library)
Last change 29/04/2008 10:52