| 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 |
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
-
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.
Lecture, Case studies, Discussions, Hands-on drills
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.
Written test examination - 75%, Examination during the semester (project) - 25%.
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