EM1F5MK2

Program
PGE
PGE 3A - International and European Business (IEB)
UE
International sales and distribution
Semester
B
Discipline
Sales management / Negotiation
Contact hours
24 H
Number of spots
45
Open to visitors
Yes
Language
Coordinator
Delphine THEURELLE-STEIN

List of lecturers

Lecturer(s) Email Contact hours - lecture
Delphine THEURELLE-STEIN delphine.theurelle-stein@em-strasbourg.eu 24 h

Pedagogical contribution of the course to the program

LEARNING GOAL 1 : Students will master state-of-the-art knowledge and tools in management fields in general, as well as in areas specific to the specialized field of management.
Students will identify a business organization’s operational and managerial challenges in a complex and evolving environment.
Students will understand state-of-the-art management concepts and tools and use them appropriately.
Students will implement appropriate methodologies to develop appropriate solutions for business issues.
LEARNING GOAL 2 : Students will develop advanced-level managerial skills.
Students will work collaboratively in a team.
Students will communicate ideas effectively, both orally and in writing, in a business context.

Description

This course adresses the key concepts of sales management. It discusses issues involved in implementing a sales program and in managing the sales force. The course combines lectures and presentations and offers to the future manager the understanding of theory as well as useful tools for his pratice.

Teaching methods

Face-to-face

- Lectures

In group

- Exercises
- Oral presentations

Interaction

- Discussions/debates
- Personal accounts

Others

No items in this list have been checked.

Learning objectives

Cognitive domain

Upon completion of this course, students should be able to
  • - (level 2) Clarify the role of selling in marketing
  • - (level 3) Illustrate the responsibilities of sales management
  • - (level 4) Analyze different leadership styles
  • - (level 5) Formulate Sales strategies
  • - (level 6) Assess sales force performance
  • - (level 6) Appraise sales structures

Affective domain

Upon completion of this course, students should be able to
None affective domain have been associated with this course yet

Outline

1. Role of selling in marketing 2. Sales strategies 3. Managing the sales force 4. Evaluating sales force performance

No prerequisite has been provided

Knowledge in / Key concepts to master

Attend each of the course and be precisely on time
Key concepts in marketing and sales

Teaching material

Mandatory tools for the course

No items in this list have been checked.

Documents in all formats

No items in this list have been checked.

Moodle platform

No items in this list have been checked.

Software


- Keynote

Additional electronic platforms

No items in this list have been checked.

Recommended reading


Barth (2010), Le management commercial, Dunod. Jobber & Lancaster (2006), Selling and Sales management, 7th edition, Pearson. Kotler & Keller, Marketing management (2009), Pearson. Tanner, Honeycutt & Erffmeyer (2009), Sales management, Pearson

No reading material has been provided.

EM Research: Be sure to mobilize at least one resource

Textbooks, case studies, translated material, etc. can be entered
No reading material has been provided.

Assessment

List of assessment methods

Intermediate assessment / continuous assessment 1Other (date, pop quiz, etc.) :
Written and oral (20 Min.) / Individual / English / Weight : 45 %
This evaluation is used to measure LO1.1, LO1.2, LO2.3
Intermediate assessment / continuous assessment 2Other (date, pop quiz, etc.) :
Oral / Individual / English / Weight : 10 %
Details : Participation
This evaluation is used to measure LO1.1, LO1.2, LO2.3
Final evaluationLast class
Written (90 Min.) / Individual / English / Weight : 45 %
Details : Exam
This evaluation is used to measure LO1.1, LO1.2, LO2.3
No assessment methods have been attributed to this course yet.