Key words
Sales management
Objectives
Appreciate the issues, responsibilities and problems involved in sales management.To stress general competencies such as acquiring and handling information, critical reflexion.
Topics
- Techniques to plan and forecast sales actions
- Setting sales force objectives
- Discussing sales force structure issues
- Planning sales force routings
- Explaining how companies recruit, select and train salespeople
- Describing how companies remunerate and supervise salespeople and how they evaluate their effectiveness
Prerequisites
Basic knowledge of Marketing, Marketing Strategy and Distribution and Sales.
Final Objectives
Materials used
Book and/or teacher's course.
Study costs
Current price of book and/ or course, copies of teaching notes.
Study guidance
When requested by students.
Teaching Methods
Lectures and cases.
Assessment
- First exam session: 70% written exam and 30% assignment.
- Second exam session: 100% written exam.
- Examination Board Flemish Community: (ditto regular student).
Lecturer(s)
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