Overview
Lecturer
Larisa Loredana Dragolea
Seminar tutor
Larisa Loredana Dragolea
Type of course
Compulsory
Language of instruction
Romanian
Erasmus language
English
Domain
Marketing
Field of study
Marketing
Form of education
Full-time
Form of instruction
Class
Credit awarded by
Grade
Teaching methods
Lecture, Discussions.
Entry requirements
-
Aims
Students will learn about sales force management
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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
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.
Assessment
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;