Insegnamento a.a. 2016-2017

20429 - SALES MANAGEMENT


CLMG - M - IM - MM - AFC - CLEFIN-FINANCE - CLELI - ACME - DES-ESS - EMIT - GIO

Department of Marketing

Course taught in English

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) - 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  |  12 credits SECS-P/08) - EMIT (6 credits - I sem. - OP  |  SECS-P/08) - GIO (6 credits - I sem. - OP  |  SECS-P/08)
Course Director:
PAOLO GUENZI

Classes: 31 (I sem.)
Instructors:
Class 31: 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.
  • Sizing the sales force.
  • 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

Written exam. Mix of open questions, multiple choice questions and short exercises.
For attending students only: 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 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 21/03/2016 12:31