This course aims to provide methodologies and strategic and operational tools useful for planning, organizing and managing the sales force and the main sales actions. Sales policies and actions are examined within the marketing strategies of firms. 

The course is structured in three main modules.

Module I. Objectives and organization of sales activities. In the first module the main focus on the understanding of the evolution of the market context and on the related options concerning the organization and the resource set to be used for managing the sales function. The main topics are the following: 

•Competitive scenario

•Models and role in the sales function

•Degree of specialization and direct/indirect sales force (make or buy)

Module II: Selection and training of the sales force. In the second module the main focus is on the access and development of key competences for the management of the sales force. The main topics are the following:

•Selection processes

•Training processes

•Leadership style in sales force management

Module III: Planning of sales management. In the third module the main focus is on the most useful operational tools to manage the sales force. The main topics are the following:

•Planning and forecast of sales

•Incentives and motivation for the sales force

•Control and assessment of sales activities performance

None

Knowledge and understanding: students have to gain adequate knowledge and effective comprehension capacity of sales management contexts and approaches.

Applying knowledge and understanding: students have to be able to apply acquired knowledge and to analyze specific problems related to a variety of sales management contexts.

Making judgements: students have to be able to use acquired knowledge both in conceptual and operational terms, with autonomous judgement capacity and exploiting various competences in different business contexts.

Communication skills: students have to master the technical language in sales management in order to communicate in a clear way with specialized actors (managers, experts, academics), while at the same time developing relational and communication skills with non-specialized actors.

Learning skills: students have to develop adequate learning skills in order to pursue autonomous study - in their working contexts - of the main themes of the sales management discipline. 

The teaching material prepared by the lecturer in addition to recommended textbooks (such as for instance slides, lecture notes, exercises, bibliography) and communications from the lecturer specific to the course can be found inside the Moodle platform › blended.uniurb.it

Teaching

Interactive teaching, case-study analysis, seminars held by managers and experts, group exercises, team projects (optional).

Course books

The Course Teacher will provide details to attending students about texts and materials for each topic discussed in class.

Assessment

Expected learning objectives will be assessed through a written and an oral exam, with the addition of an optional team project work. The written exam is based on three open questions (10 marks each). The assessment criteria are the following: degree of knowledge, ability in providing well structured answers, ability in using concepts and models. The written exam is assessed over 30/30. If the written exam reaches a minimum mark (18/30), each student is subject to the oral exam which is assessed in the range between -2 and +2, to be added to the written exam mark. The final report of the team project work (which is optional) is assessed in a range between 0 and 2. Therefore the final evaluation is composed by the assessment of the written exam and of the oral exam, with the possibile addition of the mark related to the project work report.  

Disabilità e DSA

Le studentesse e gli studenti che hanno registrato la certificazione di disabilità o la certificazione di DSA presso l'Ufficio Inclusione e diritto allo studio, possono chiedere di utilizzare le mappe concettuali (per parole chiave) durante la prova di esame.

A tal fine, è necessario inviare le mappe, due settimane prima dell’appello di esame, alla o al docente del corso, che ne verificherà la coerenza con le indicazioni delle linee guida di ateneo e potrà chiederne la modifica.

Teaching

Non-attending students are invited to contact the Course Teacher in order to gain a better understanding of the final exam structure and content. Non-attending students are alo encouraged to read and consult articles on sales management from the main economic newspapers (Il Sole 24 Ore, Repubblica Affari e Finanza, Corriere Economia) and specialized magazines (The Economist). 

Course books

Required textbook: Sisti, M.A., Guenzi, P., Caiozzo, P., "Gestire le Vendite", Milano, Egea, 2020 - second edition (whole book).

Erasmus students might prepare the exam using English language materials as suggested by the Course Teacher.  

Assessment

Expected learning objectives will be assessed through a written and an oral exam, with the addition of an optional team project work. The written exam is based on three open questions (10 marks each). The assessment criteria are the following: degree of knowledge, ability in providing well structured answers, ability in using concepts and models. The written exam is assessed over 30/30. If the written exam reaches a minimum mark (18/30), each student is subject to the oral exam which is assessed in the range between -2 and +2, to be added to the written exam mark. The final report of the team project work (which is optional) is assessed in a range between 0 and 2. Therefore the final evaluation is composed by the assessment of the written exam and of the oral exam, with the possibile addition of the mark related to the project work report.  

Disabilità e DSA

Le studentesse e gli studenti che hanno registrato la certificazione di disabilità o la certificazione di DSA presso l'Ufficio Inclusione e diritto allo studio, possono chiedere di utilizzare le mappe concettuali (per parole chiave) durante la prova di esame.

A tal fine, è necessario inviare le mappe, due settimane prima dell’appello di esame, alla o al docente del corso, che ne verificherà la coerenza con le indicazioni delle linee guida di ateneo e potrà chiederne la modifica.