Studying at the University of Verona

Here you can find information on the organisational aspects of the Programme, lecture timetables, learning activities and useful contact details for your time at the University, from enrolment to graduation.

Study Plan

A.A. 2024/2025 A.A. 2023/2024 A.A. 2022/2023 A.A. 2021/2022 A.A. 2020/2021

This information is intended exclusively for students already enrolled in this course.
If you are a new student interested in enrolling, you can find information about the course of study on the course page:

Laurea in Economia e innovazione aziendale - Enrollment from 2025/2026

The Study Plan includes all modules, teaching and learning activities that each student will need to undertake during their time at the University.
Please select your Study Plan based on your enrollment year.

1° Year

ModulesCreditsTAFSSD
9
A
IUS/01
9
A
SECS-P/07
9
A
SECS-P/01
9
A
SECS-S/06
9
B
SECS-P/08
9
C
SECS-P/12
English language B1 level
3
E
-

2° Year  activated in the A.Y. 2021/2022

ModulesCreditsTAFSSD
9
B
SECS-S/03
9
B
IUS/04
9
B
SECS-P/01
9
B
SECS-P/10
9
B
SECS-P/07
9
B
SECS-P/07

3° Year  activated in the A.Y. 2022/2023

ModulesCreditsTAFSSD
9
B
SECS-P/11
9
B
SECS-P/08
9
B
SECS-S/06
6
C
SECS-P/10
1 module to be chosen between the following
6
B
IUS/04
6
B
IUS/12
1 module to be chosen between the following
6
C
ING-IND/35
6
C
SECS-P/08
Training
6
F
-
Final exam
3
E
-
ModulesCreditsTAFSSD
9
A
IUS/01
9
A
SECS-P/07
9
A
SECS-P/01
9
A
SECS-S/06
9
B
SECS-P/08
9
C
SECS-P/12
English language B1 level
3
E
-
activated in the A.Y. 2021/2022
ModulesCreditsTAFSSD
9
B
SECS-S/03
9
B
IUS/04
9
B
SECS-P/01
9
B
SECS-P/10
9
B
SECS-P/07
9
B
SECS-P/07
activated in the A.Y. 2022/2023
ModulesCreditsTAFSSD
9
B
SECS-P/11
9
B
SECS-P/08
9
B
SECS-S/06
6
C
SECS-P/10
1 module to be chosen between the following
6
B
IUS/04
6
B
IUS/12
1 module to be chosen between the following
6
C
ING-IND/35
6
C
SECS-P/08
Training
6
F
-
Final exam
3
E
-
Modules Credits TAF SSD
Between the years: 1°- 2°- 3°
15
D
-

Legend | Type of training activity (TTA)

TAF (Type of Educational Activity) All courses and activities are classified into different types of educational activities, indicated by a letter.

A Basic activities
B Characterizing activities
C Related or complementary activities
D Activities to be chosen by the student
E Final examination
F Other training activities
S Placements in companies, public or private institutions and professional associations

Sales Management  (2022/2023)

Teaching code

4S008937

Academic staff

Nicola Cobelli, Angelo Bonfanti

Coordinator

Nicola Cobelli

Credits

6

Language

Italian

Scientific Disciplinary Sector (SSD)

SECS-P/08 - MANAGEMENT

Period

Secondo semestre (lauree) dal Feb 20, 2023 al May 31, 2023.

Lessons timetable MoodleMoodle Seminars 0

Learning objectives

The course aims to provide high-level knowledge in the field of sales management through concrete and innovative tools for managing aspects such as geolocation, digital transformation and multichannel strategies, which today are increasingly important in companies. With this in mind, lectures will focus on sales management, as a business discipline focusing on the practical application of sales techniques and on the management of a company's sales activities. Sales management is a central business function, as the sale of goods and services and the resulting profit drive most businesses. At the end of the course, student will be able to use professional tools aimed at implementing sales strategies, studying the efficiency of the distribution and commercial networks, monitoring sales and appreciation of goods or services on the market. Traditional lectures are integrated with active teaching (group work with classroom presentation, case discussions, speeches by witnesses from institutions and companies, videos in English).

Prerequisites and basic notions

None

Program

During the early period of gradual development of sales management, the scope of Sales Management was narrow. Nowadays, the primary objective of sales management is to achieve the targethed and budgeted sales volume.
It is therefore a key function in generating rivers of liquidity and corporate well-being.
The course is aimed at students who wish to acquire the skills to fill the role of Sales Manager and to find the skills to obtain and organize a sales network and face the challenges of omnichannel and digitization.
More specifically, the topics covered will be:
1) Introduction to Sales Management
2) The Sales Process
3) Strategic Planning, Sales, Turnover Forecasts and Budget
4) Management of the Territories
5) Evaluation and Control of Human Resources
6) Management of a Sales Network

Bibliography

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Visualizza la bibliografia con Leganto, strumento che il Sistema Bibliotecario mette a disposizione per recuperare i testi in programma d'esame in modo semplice e innovativo.

Didactic methods

In-presence lessons. Witnesses from the business world will be invited to lectures.

Learning assessment procedures

Oral exam at the end of the course. Possible optional group work useful for obtaining the final grade.

Students with disabilities or specific learning disorders (SLD), who intend to request the adaptation of the exam, must follow the instructions given HERE

Evaluation criteria

The exam will consist of an oral test aimed at ascertaining the knowledge of the individual topics. The evaluation criteria are as follows: - Theoretical knowledge of the individual topics - Level of detail and ability to argue the individual topics - Mastery of the language - Ability to connect the topics - Ability to apply the concepts to real cases

Criteria for the composition of the final grade

Grade expressed in thirtieths (18 sufficient grade, 30 cum laude maximum obtainable grade).

Exam language

Italiano