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:
- to give students the tools and the know-how necessary for understanding and managing the sales function and activities within a company;
- to stimulate and develop the ability to analyse sales management problems through the application of analytical and decision-making models and tools to case studies, simulations and individual and group projects.
Group work 40%, final written exam 60%
Johnston, Mark W. and Greg W. Marshall (2013), Sales Force Management. 11th ed. New York: Routledge.
Additional material might be distributed in class.