Sales Management Course code: 170111 | 6 ECTS credits
Basic information
Level of Studies:
Year of Study:
1
Semester:
2
Requirements:
None.
Goal:
The aim of thid module is acquiring practical and theoretical skills on direct sales and sales management, implemented by manufacturers and trade companies,complemented by its own direct sales channel.
Outcome:
Students are qualified to successfully service to promoting goods and services to consumers.
Contents of the course
Theoretical instruction:
- Introduction to sales management.Term, tasks, and responsabilities of sales management;
- Sales management marketing aspects. Instruments of marketing mix;
- Sales management and quality of products and services. Sales management and information and commnunication technology;
- Forms of sales. Direct indirect and sales by the means of corporate multimedia information systems;
- Sales activities plannning.Strategic business planning and sales management;
- Sales activities organisation. Forms of organized salse. Salesman role;
- First colloquium;
- Pricing policy as key factor of succesfull sales of products and services;
- Pricing policy towards customers. Pricing policy towards competitors;
- Psychological aspects of company pricing policy;
- Managerial price decision: Targeting pricing. Demand analysis. Cost Estimates. Analysis of the competitive price and products and services;
- Sale price formation under different market conditions: Prices inperfect competition.Monopoly price. Oligopoly price;
- Motivation and reward of sellers: find potential sellers and select the best candidates;
- Continuous training for sales staff. Sales manager as leaders;
- Sales analysis, cost analysis of marketing and sales team performance evaluation;
- Second colloquium(s).
Practical instruction (Problem solving sessions/Lab work/Practical training):
- During tutorials students are discussing about concrete examples from the practice on the topics in compliance to the curricula.
Textbooks and References
- Gašović M., Menadžment prodaje, Ekonomski fakultet, Subotica, 2010.
- Darmon R. Y. Leading the Sales Force: A Dynamic Management Process, Cambridge University Press, New York, 2007.
- Jordan J., Vazzana M.,Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance, MC Graw Hill,2012.
- Lovreta Stipe: Trgovinski menadžment, Ekonomski fakultet, Beograd, 2021.
- Lovreta Stipe, Bogetić Zoran, Veljković Saša, Petković Goran: Menadžment odnosa s kupcima, Data status, Beograd, 2010.
Number of active classes (weekly)
Lectures:
3
Practical classes:
2
Other types of classes:
0
Grading (maximum number of points: 100)
Pre-exam obligations
Points
activities during lectures
10
activities on practial excersises
10
seminary work
0
colloquium
50
Final exam
Points
Written exam
0
Oral exam
30