6.8S - Sales Force Management

Sales Force Management

Code: 6.8S

Semester: 6 / Year: 3 (Optional)

Lectures hours (per week): 3

laboratory hours (per week):

Subject

This course provides a framework for the integration of sales and marketing management while focusing on the goals of the overall marketing organization. Emphasis will be placed on establishing long-run relationship with customers based on personal selling, customer service and overall sales force management. Attention will be given to both industrial and consumer sales while focusing on sales management practice.

The primary objectives are:

To establish a professional attitude in students toward business with a particular emphasis on the professional selling function and building long-term marketing relationships with customers.
To familiarize the student with the evolution of sales management.
To increase student knowledge of the vital role of professional selling, its integrated relationship to the other marketing functions, and its importance to the entire business enterprise.
To develop an understanding of the sales management process.
To provide students an understanding of the professional career opportunities available to them in sales and sales management.
To introduce the student to sales organization planning both strategic and tactical.
To develop an understanding of sales force performance, recruiting, selection, forecasting and planning.

Content:

Introduction to Personal Selling and Sales Management (Purpose, Scope, and Course Organization)
The Field of Sales Force Management
The Personal Selling Process - Successful Sales Relationships
Sales Force Organization
Forecasting Sales and Developing Budgets
Analysis of Sales Volume
Motivating a Sales Force
Sales Force Compensation
Leadership of a Sales Force
Developing, Delivering, and Reinforcing a Sales Training Program
Profiling and Recruiting Sales People
Evaluating a Salesperson’s Performance

Educational Aims

Upon completion of this course, the student will be able to:

have an overall understanding of professional sales management
understand sales force organization selection and recruiting
evaluate sales, volume, costs, and profitability
develop strategic and tactical sales plans

Student Evaluation

The methods of teaching Sales Management are lecture, group discussion and case study and computer applications. Lectures will be based on text materials, outside readings and practical experience on the part of the instructor.

It is based on the marks achieved in the written exams taken at the end of the term. However students can gain extra points by working on assignments given to them during semester. This is not compulsory, but can significantly contribute to the finally achieved degree.

Bibliography

Αυλωνίτης Γεώργιος και Σταθακόπουλος Βλάσης , (2008), Αποτελεσματική Διοίκηση και Οργάνωση Πωλήσεω, Εκδόσεις Σταμούλη, Αθήνα (in Greek).
Γούναρης Σπύρος και Σταθακόπουλος Βλάσης, (2006), Διοίκηση Στρατηγικών Σχέσεων: Μάρκετινγκ και Πωλήσεις για Πελάτες Στρατηγικής Σημασίας, Εκδόσεις Σταμούλη, Αθήνα (in Greek).
Πανηγυράκης Γεώργιος και Ζαΐρης Αντώνης, (2006), Η Τέχνη της Πώλησης, Εκδόσεις Κριτική, Αθήνα (in Greek).
Dalrymple J., Douglas, Cron L., William, Decarlo E., Thomas,(2004), Sales Management, John Wiley and Sons Ltd.
Futrell Charles, (2000), Sales Management, Cengage Learning.