Course Code: MPV 124.1 • Study year: I • Academic Year: 2024-2025
Domain: Marketing - Masters • Field of study: Marketing and sales promotion
Type of course: Compulsory
Language of instruction: Romanian
Erasmus Language of instruction: English
Name of lecturer: Larisa Loredana Dragolea
Seminar tutor: Larisa Loredana Dragolea
Form of education Full-time
Form of instruction: Class
Number of teaching hours per semester: 56
Number of teaching hours per week: 4
Semester: Summer
Form of receiving a credit for a course: Grade
Number of ECTS credits allocated 8

Course aims:

Developing solid knowledge regarding the management of the sales force
Developing practical skills to successfully close a sale
Developing the knowledge and skills needed to provide high-quality services

Course Entry Requirements:


Course contents:

Chapter 1. Sales force - Key element of business success; Chapter 2. Management of commercial agents activity; Chapter 3. Types of sales agents and their implications on the organization of the sales force; Chapter 4. Preparing a sales presentation; Chapter 5. Turning objections into opportunities; Chapter 6. Closing a sale; Chapter 7. Following-up on a sale; Chapter 8. Service quality.

Teaching methods:

Lecture, Case studies, Discussions, Hands-on drills

Learning outcomes:

The essential concepts and ideas taught in this course will serve as theoretical and methodological support for other disciplines dealing with various aspects of marketing and sales activities.

Learning outcomes verification and assessment criteria:

Written test examination - 75%, Examination during the semester (project) - 25%.

Recommended reading:

Calvin, R.J. (2001). Sales Management. New York: McGraw-Hill
Futrell, Ch. M. (2002). Fundamentals of Selling. Customers for Life, 7th ed. New York: Irwin/McGraw-Hill
Stanton, W.J., Buskirk, R.H. & Spiro, R.L. (1991). Management of a Sales Force, 8th ed. Boston: Irwin