Teaching code

4S008937

Teacher

Nicola Cobelli

Coordinator

Nicola Cobelli

Credits

6

Language

Italian

Scientific Disciplinary Sector (SSD)

SECS-P/08 - MANAGEMENT

Period

Secondo semestre L dal Feb 17, 2025 al May 30, 2025.

Courses Single

Authorized

Lessons timetable Moodle Seminars 5

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

No prerequisites

Program

During the first period of gradual development of sales management, the study of Sales Management was for a long time restricted and linked to the belief that it was an innate skill, linked to a certain "natural predisposition". If the ultimate objective of sales management has remained essentially unchanged over time, i.e. achieving the estimated and budgeted sales volume or value, today's challenges, mainly linked to new innovative and digital tools, including omnichannel, l Artificial intelligence, the evolution of both BtoB and BtoC platforms and marketplaces, require scientific knowledge and skills that certainly cannot be relegated to intuition or presumed natural and individual predisposition. The Sales function is increasingly key both in the generation of liquidity flows and, ultimately, in corporate well-being. The teaching is aimed at students who wish to acquire the skills to fill the role of Sales Manager. It provides the skills to plan and organize a sales network and face the challenges of omnichannel innovation, sustainability and digitalisation. In more detail, the topics covered will be: 1) Introduction to Sales Management 2) The Sales Process 3) Strategic and Sales Planning 4) Revenue and Budget Forecasts 5) Territorial Management 6) Evaluation and Control of Human Resources 7) Management of a Sales Network 8) Sales with a strong innovative content 9) Sales and Sustainability 10) Sales and Innovative Digital Platforms

Bibliography

Didactic methods

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

Learning assessment procedures

Written exam at the end of the course. There are no midterm tests.

Evaluation criteria

The exam will consist of a 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

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