Objectives and competences
In this course students:
• systematically enhance their theoretical knowledge in the field of marketing and are able to apply it;
• gain the ability to apply their theoretical knowledge in complex practical problems in the field of sales management;
• make critical judgements of the problem in the field of sales management based on a sound theoretical base.
Content (Syllabus outline)
INTRODUCTION
1. PART: GENERAL DEFINITION OF SALES
1. Definition and development of sales
2. Marketing and sales
3. Ethics in sales
2. PART: ANALYSIS AND DIAGNOSIS OF SALES
4. Collecting information for the purposes of sales' decisions
5. Evaluation of sales
6. Market measurement and sales forecasting
3. PART: SALES' PLANNING
7. Definition of business' planning and the role of sales' planning
8. The process of sales' planning
9. Planning of sales budget
10. Planning of sales quota
4. PART: ORGANISATION OF SALES
11. The role of sales' organisation and the process of organizing
12. Basic types of sales' organisation and co ntemporary trends in organising of sales
13. Sales territories and time management
5. PART: DEALING WITH SALESPEOPLE
14. Employment in sales
15. Salesman' development
16. Salesman' behaviour
17. Leadership of salespeople
18. Salespeople' motivation
19. Awarding of salespeople
6. PART: SELLING PROCESS
20. The role, objectives and chracteristics of selling
21. Selling process
22. Sales negotiations
23. Customer relationship management
24. Selling in different cultures
Learning and teaching methods
- ex-catedra lecturing;
- interactive lecturing;
- case studies;
- seminar projects;
- field work;
- team work
Intended learning outcomes - knowledge and understanding
Development of knowledge and understanding:
Students:
• acquire comprehensive knowledge in the area of sales management;
• are able to explain the characteristics of different steps in the sales management process as well as the linkages between them;
• learn how to analyse and synthesise specific environmental influences on the sales management decision making process;
• are able to demonstrate a critical ethical dimension in the field of sales management.
Intended learning outcomes - transferable/key skills and other attributes
Cognitive/Intellectual skills:
Students:
• understand and apply critical analysis and theory development and their usability in solving real and abstract professional problems, without guidance;
• get the ability to search for and synthesise new information from the field of sales management in literature and praxis and to place them in appropriate professional frame;
• can select appropriate techniques for complex problem solving;
• can identify key aspects of problem from different view points and are able to find appropriate solutions.
Key/Transferable skills
Students:
• further develop skills and expertise in the use of knowledge in the field of sales management;
• upgrade the ability to become an autonomous learner;
• upgrade the ability for team-work and team leadership;
• further develop their communication skills in an effective manner to effectively solve conflicts;
• can select and manage information with minimal guidelines.
Practical skills
Students:
• are able to act autonomously with minimal guidelines and supervision.
Readings
Obvezni študijski vir:
Snoj, B., Iršič, M. (2017). Menedžment prodaje – za teorijo in prakso. Pearson Education Limited: Edinburgh Gate, Harlow.
Dodatni študijski vir:
Cron, W.L., Decarlo, T.E. (2010). Sales management; 10th ed. John Wiley & Sons, Inc.
Prerequisits
The students have to write and successfully defend a seminar work in order to write the exam.
Additional information on implementation and assessment - active work in class;
- written exam;
70%
30%
