Insegnamento a.a. 2010-2011

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, 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.

Detailed Description of Assessment Methods

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

Non-attending students
Written exam.

Textbooks

For attending students

• CRON, DeCARLO, Sales Management, 2010 (10th edition).
• S. DALRYMPLE, Sales Management Simulation (6th edition)
• Handouts

For non attending students

• CRON, DeCARLO, Sales Management, 2010 (10th edition)

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

Last change 25/06/2010 12:44