Università degli Studi di Urbino Carlo Bo / Portale Web di Ateneo


SALES AND CHANNEL MANAGEMENT
SALES E CHANNEL MANAGEMENT

A.Y. Credits
2023/2024 8
Lecturer Email Office hours for students
Alessandro Pagano To be announced
Teaching in foreign languages
Course with optional materials in a foreign language English
This course is entirely taught in Italian. Study materials can be provided in the foreign language and the final exam can be taken in the foreign language.

Assigned to the Degree Course

Marketing and Business Communication (LM-77)
Curriculum: PERCORSO COMUNE
Date Time Classroom / Location
Date Time Classroom / Location

Learning Objectives

This course aims to provide 1) the awareness of the relevance of Sales Management in the context of the firm-market interaction; 2) knowledge about strategic and operational tools useful for planning, organizing and managing the sales force, sales channels and the main sales actions. Sales policies and actions are examined in strict connection with the firm's competitive strategies and marketing policies and activities. 

Program

The course is structured in two main modules.

Module I. Objectives, organization and management 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 resources to be used for managing the sales function. Emphasis is placed on the adoption of Sales Technologies in the perspective of digitalization of Sales Management. The main topics are the following: 

•Competitive scenario

•Models and role in the sales function (Sales Director, Area Manager, Key Account Manager, Export Manager, Sales Support)

•Degree of specialization and direct/indirect sales force (agents/distributors)

•Management of the sales force (selection/training, coordination, incentives and control processes)

•Adoption of sales structures in the perspective of Inside Sales /Remote Selling

Module II: Management of sales and distribution channels. In the second module the main focus is on the main approaches for the management of the sales channels, according to a Sales Management perspective. The main topics are the following:

•Management of direct sales channels

  • Solution Selling approach and techniques in a B2B perspective
  • Design and management of stores (B2C) and sales subsidiaries (B2B)
  • Design and management of E-commerce projects
  • •Management of indirect sales channels

  • Management of sales relationships with distributors in a B2B perspective
  • Management of sales relationships with Retailers and Large Scale Retail Trade in a B2C perspective
  • •Omnichannel approach in the management of distribution channels

    Bridging Courses

    None

    Learning Achievements (Dublin Descriptors)

    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. 

    Teaching Material

    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, Attendance, Course Books and Assessment

    Teaching

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

    Innovative teaching methods

    An innovative teaching method  based on Learning by Doing (simulation of a business case in cooperation with partner firms) will be proposed. It is an optional team work project.

    Course books

    Sisti, M.A., Guenzi, P., Caiozzo, P., "Gestire le Vendite", Milano, Egea, 2020 - second edition: chapters 1-2-3-4-6-8.

    During the course the Lecturer will recommend relevant material in Italian and in English language available in the Blended system.

    Erasmus students can contact the Lecturer for information about textbooks in English language. 

    Assessment

    Expected learning objectives will be assessed through a written exam (whose duration is one hour and fifteen minutes) 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.

    Additional Information for Non-Attending Students

    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 also 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 textbooks for students enrolled in the Business Marketing curriculum:

    Sisti, M.A., Guenzi, P., Caiozzo, P., "Gestire le Vendite", Milano, Egea, 2020 - seconda edizione (complete text);

    Guenzi, P., "La trasformazione digitale delle vendite", Milano, Egea, 2021 - chapters 1-2-3

    Required textbooks for students enrolled in the Consumer Marketing curriculum:

    Sisti, M.A., Guenzi, P., Caiozzo, P., "Gestire le Vendite", Milano, Egea, 2020 - seconda edizione (complete text);

    Fornari, D., "Trade Marketing & Sales Management", Milano, Egea, 2018 - chapters 1-3-8

    Erasmus students can contact the Lecturer for information about textbooks in English language. 

    Assessment

    Expected learning objectives will be assessed through a written exam (whose duration is one hour and fifteen minutes) 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.

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