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Objectives and competences

1. Inform students about the theoretical, methodological and practical components of the selling and sales management; 2. Explain to students the role of selling process in the context of marketing concept, process and system; 3. Explain the main contemporary approaches of sales management in the companies; 4. Inform students about the modern elements of sales management as well as with its ethical dimensions.

Content (Syllabus outline)

Development and Role of Selling and Sales Management in Marketing Sales and marketing planning Consumer and Organisational Buyer Behaviour Process of selling Recruitment, selection, motivation, and compensation of salespeople Sales Control

Learning and teaching methods

Lectures ex-catedra Group discussions Analysis of case studies

Readings

Jobber, D., Lancaster, G. (2009). Selling and sales Management. 8th ed. New York (NY): Prentice Hall.

  • doc. dr. MATJAŽ IRŠIČ, univ. dipl. ekon.
  • doc. dr. DOMEN MALC, mag.psih.

  • Written examination: 100

  • : 10
  • : 5

  • English
  • English