Teaching code

4S008937

Academic staff

Nicola Cobelli, Angelo Bonfanti

Coordinatore

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 Moodle Seminars

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

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.

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