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) - M (6 credits - I sem. - OP) - IM (6 credits - I sem. - OP) - MM (6 credits - I sem. - OP) - AFC (6 credits - I sem. - OP) - CLEFIN-FINANCE (6 credits - I sem. - OP | SECS-P/08) - CLELI (6 credits - I sem. - OP) - ACME (6 credits - I sem. - OP) - DES-ESS (6 credits - I sem. - OP) - EMIT (6 credits - I sem. - OP) - GIO (6 credits - I sem. - OP)
Course Director:
PAOLO GUENZI
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).
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.
-
P. GUENZI, S. GEIGER, Sales Management, Palgrave, 2011.
Last change 21/03/2016 12:31