SALES MANAGEMENT
Année du cours : 1 année(s)
Etablissement : IÉSEG School of Management
Langue : English
Formation(s) dans laquelle/lesquelles le cours apparait :
Période : S2
Students must have a basic understanding of business and marketing, and must have some knowledge about how the role of personal selling contributes to a firm’s ability to successfully gain and keep valuable customers.
At the end of the course, the student should be able to:
Understand the nature of a customer-centric enterprise
• Describe the process of selling and buying in the B2B market
• Link strategies and the sales role in the era of CRM
• Discuss key options for organizing the sales effort
• Articulate the strategic role of information in sales management
• Identify and describe key performance issues for salespeople: motivation, personal characteristics and aptitude, recruitment and selection, training and development, compensation, and evaluation metrics
This course provides students with the knowledge and skills necessary to effectively analyze problems and make decisions related to sales force management and managing the overall personal selling effort in an organization. Emphasis is placed on identifying the types of decisions necessary and evaluating different approaches for making decisions that lead to a more customer-centric business model. The course is designed to reflect current best practices in managing the sales initiative and customer relationships. Leadership, innovation, and technology are thematic topics. Mastery of the subject matter in this course is highly useful for students (regardless if they are in sales or not) to maximize their professional career success within today’s business milieu.
