Course aims:

Students will learn about sales force management
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Course Entry Requirements:

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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 presentation Chapter 5. Transforming objections into opportunities Chapter 6. The close of sale Chapter 7. Follow-up Chapter 8. Quality of service

Teaching methods:

Lecture, Discussions.

Learning outcomes:

The essential concepts and ideas formulated serve as theoretical and methodological support to other disciplines dealing with various aspects of the activity of marketing and sales.

Learning outcomes verification and assessment criteria:

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

Recommended reading:

• Sales Management, Calvin, R. J., The McGraw-Hill Executive MBA Series, McGraw-Hill Companies, New-York, 2001;
• Fundamentals of Selling. Customers for Life, Futrell, Ch. M., Seventh Edition, Irwin/McGraw-Hill, New York, 2002;
• Management of a Sales Force, Stanton, W. J.; Buskirk, R.H., Spiro, R.L., Eighth Edition, Irwin, Homewood, Boston, 1991;