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.
Type D and Type F activities
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 2025/2026SOFT SKILLS
Find out more about the Soft Skills courses for Univr students provided by the University's Teaching and Learning Centre: https://talc.univr.it/it/competenze-trasversali
CONTAMINATION LAB
The Contamination Lab Verona (CLab Verona) is an experiential course with modules on innovation and enterprise culture that offers the opportunity to work in teams with students from all areas to solve challenges set by companies and organisations.
Upon completion of a CLab, students will be entitled to receive 6 CFU (D- or F-type credits).
Find out more: https://www.univr.it/clabverona
PLEASE NOTE: In order to be admitted to any teaching activities, including those of your choice, you must be enrolled in the academic year in which the activities in question are offered. Students who are about to graduate in the December and April sessions are therefore advised NOT to undertake extracurricular activities in the new academic year in which they are not enrolled, as these graduation sessions are valid for students enrolled in the previous academic year. Therefore, students who undertake an activity in an academic year in which they are not enrolled will not be granted CFU credits.
| years | Modules | TAF | Teacher |
|---|---|---|---|
| 1° 2° 3° | Ciclo tematico di conferenze: “Conflitti. Riconoscere, prevenire, gestire” - 2022/2023 | D |
Riccardo Stacchezzini
(Coordinator)
|
| 1° 2° 3° | Securitisation transactions - Focus on securitisations of OF NPL / NPE /UTP | D |
Michele De Mari
(Coordinator)
|
| 1° 2° 3° | Soft Skills Coaching Days - 2022/2023 | D |
Paola Signori
(Coordinator)
|
| 1° 2° 3° | The Fashion Lab - 2022/23 | D |
Caterina Fratea
(Coordinator)
|
| years | Modules | TAF | Teacher |
|---|---|---|---|
| 1° 2° 3° | Economic Thinking and Thesis Writing | D |
Marco Minozzo
(Coordinator)
|
| 1° 2° 3° | Job club | D |
Paola Signori
(Coordinator)
|
| 1° 2° 3° | Data Analysis Laboratory with R (Vicenza) | D |
Marco Minozzo
(Coordinator)
|
| 1° 2° 3° | Data Visualization Laboratory | D |
Marco Minozzo
(Coordinator)
|
| 1° 2° 3° | Python Laboratory | D |
Marco Minozzo
(Coordinator)
|
| 1° 2° 3° | Data Science Laboratory with SAP | D |
Marco Minozzo
(Coordinator)
|
| 1° 2° 3° | Advanced Excel Laboratory (Vicenza) | D |
Marco Minozzo
(Coordinator)
|
| 1° 2° 3° | Excel Laboratory (Vicenza) | D |
Marco Minozzo
(Coordinator)
|
| 1° 2° 3° | Piano di marketing 2022/23 | D |
Fabio Cassia
(Coordinator)
|
| 1° 2° 3° | Programming in Mathlab | D |
Marco Minozzo
(Coordinator)
|
| 1° 2° 3° | Programming in SAS | D |
Marco Minozzo
(Coordinator)
|
| years | Modules | TAF | Teacher |
|---|---|---|---|
| 1° 2° 3° | Business & predictive analytics for International Firms (with Excel Applications) - 2022/23 | D |
Angelo Zago
(Coordinator)
|
| years | Modules | TAF | Teacher |
|---|---|---|---|
| 1° 2° 3° | The Chartered Accountant as a business consultant | D |
Riccardo Stacchezzini
(Coordinator)
|
| years | Modules | TAF | Teacher |
|---|---|---|---|
| 1° 2° 3° | Project "B-EDUCATION: ideas that count" - 1 cfu | D |
Roberto Bottiglia
(Coordinator)
|
| 1° 2° 3° | Project "B-EDUCATION: ideas that count" - 2 cfu | D |
Roberto Bottiglia
(Coordinator)
|
Sales Management (2022/2023)
Teaching code
4S008937
Academic staff
Coordinator
Credits
6
Language
Italian
Scientific Disciplinary Sector (SSD)
SECS-P/08 - MANAGEMENT
Period
Secondo semestre (lauree) dal Feb 20, 2023 al May 31, 2023.
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
