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| MARK0724-1 | Sales Management (seminar),  | ||||||||
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| Duration : | 30h Th | ||||||||
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| Holder(s) : | Jean Tondeur | ||||||||
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| Course contents : | - Sales role-plays & exercises. - Sales force conception exercises (size & deployment). - Design of reporting documents & sales management charts (objectives/budgets, performances, individual performance analysis, team performance analysis). - Pay assessment & determination according to collective & individual objectives (fixed/variable balance, incentives,...). - Sales force coordination (sales meetings, appraisals, field coaching, ...). - Selection & recruitment. - Collective exercise in a company: analysis & recommendations regarding sales management (conception & coordination) | ||||||||
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| Course objective : | - To get students used to sales jobs, sales and negotiation situations & the use of convincing techniques. - To provide students with a solid background in the main sales management techniques | ||||||||
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| Prerequisites : | FIN 505 Accounting & Finance MKTG 552 Marketing | ||||||||
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| Organization : | - Sales & negotiation role-playing filmed (2 full days) - Sales management tools design (management charts, etc.) - Interactive case study | ||||||||
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| Written notes : | - B.P. SHAPIRO, "Sales program management : formulation and implementation", Mac Graw-Hill, series in management. | ||||||||
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| Assessment : | 1st session assessment : active participation in class (quantity and quality of interventions); oral presentation of group work 2nd session assessment : oral examination prolonged 2nd session assessment : oral examination | ||||||||
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ULg : Students and Studies Administration - Academic Affairs
Contact : Monique Marcourt, direction A.E.E.
Date of data : 27/02/2006
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