Sales Management

EM1F5MK2

Semester
B
Discipline
Sales management / Negotiation
Contact hours
24 H
Number of spots
45
Open to visitors
Yes
Language
Coordinator
Delphine THEURELLE-STEIN


Pedagogical contribution of the course to the program

No educational contribution associated with this course for this program.

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 5) Formulate Sales strategies
  • - (level 5) criticize sales practices
  • - (level 6) Assess sales force performance
  • - (level 6) Appraise sales structures
  • - (level 6) organize the sales force
  • - (level 6) organize sales force structures
  • - (level 6) facilitate people motivation and engagement

Affective domain

Upon completion of this course, students should be able to
  • - (level 5) display a responsible people management

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.) : see Google drive
Written and oral (15 Min.) / Group / English / Weight : 40 %
Details : Deadline for the written report: 8 days before the presentation
This evaluation is used to measure ILO1.1-PGE, ILO1.3-PGE, ILO2.2-PGE, ILO4.1-PGE
Intermediate assessment / continuous assessment 2Other (date, pop quiz, etc.) : toutes séances
Oral / Individual / English / Weight : 10 %
Details : Participation
Final evaluationLast class
Written (90 Min.) / Individual / English / Weight : 50 %
This evaluation is used to measure ILO1.1-PGE, ILO1.3-PGE, ILO2.2-PGE, ILO4.1-PGE
No assessment methods have been attributed to this course yet.