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Sales Management and Customer Value


Haas A.

Course director


This course focuses on the management of the commercial processes in companies, in particular on the evolution of the role and nature of the sales function.
The objectives are two: to give students the tools and the know-how necessary for understanding and managing the sales function and activities within a company; and, to stimulate and develop the ability to analyse sales management problems through the application of analytical and decision-making models and tools. Pedagogy involves adoption of case studies, simulations and individual and group projects. Sales management theories and tools are also grounded in the customer value frame.