Sales management

This course focuses on the management of the commercial processes in companies, in particular on the evolution of the role and nature of the sales function.
The objectives are:
- to give students the tools and the know-how necessary for understanding and managing the sales function and activities within a company;
- to stimulate and develop the ability to analyse sales management problems through the application of analytical and decision-making models and tools to case studies, simulations and individual and group projects.

Grading
Group work 40%, final written exam 60%

Textbook
Johnston, Mark W. and Greg W. Marshall (2013), Sales Force Management. 11th ed. New York: Routledge.

Additional material might be distributed in class.