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| MARK0724-1 | Sales Management (seminar),
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| Duration : | 30h Th |
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| Credits/ECTS : |
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| Holder(s) : | Jean Tondeur |
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| Language : | Langue française |
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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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