Ricerca di contatti, progetti,
corsi e pubblicazioni

Sales Management and Customer Value


Haas A.

Docente titolare del corso


Course objectives
Successful participants will have:

  • developed a thorough, up-to-date, and integrated overview of accumulated theory and research relevant to sales management;
  • understood how sales managers apply these theories and principles in organizations;
  • developed critical thinking skills that can be applied to sales management situations;
  • the ability to effectively deal with issues involved in managing a sales force;
  • developed the ability to analyse, synthesize, and discuss current sales management research.

Course description
This course focuses on the management of the commercial processes in companies. As sales organizations´ main goal is to create value for customers and the own firm, effective sales organizations are highly relevant to companies. In the course, we discuss how to manage the sales function, particularly in a B-to-B setting.

Learning methods
Pedagogy includes:

  • in-class: discussion, mini-cases;
  • online: videos, readings, small assignments, online materials.

Attending the first two hours of the course and “presentation day” (i.e., the morning of Friday Oct 15) is mandatory.

Examination information

  • written exam (60min) (60%) + in-class presentation (teamwork) (40%);

Required material

  • Johnston, Mark W. and Greg W. Marshall (2020), Sales Force Management. 13th ed. New York: Routledge.
  • Additional material as distributed in class

Offerta formativa