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