Academy of Technical and
Art Applied Studies Belgrade

Sales Management Course code: 117046 | 5 ECTS credits

Basic information
Level of Studies: Undergraduate applied studies
Year of Study: 3
Semester: 5
Requirements:
Goal: The aim of studying this course is to acquire knowledge and train students for the practical application of solutions in the field of sales as a service activity.
Outcome: After mastering the program, students are skilled in sales management issues, its basis and theoretical framework, function and significance. In order to be comprehensive in the consistency of the matter under consideration, special emphasis was placed on the influence and importance of related and basic areas of marketing and management, viewed primarily from the trade aspect.
Contents of the course
Theoretical instruction:
  1. Sales environment trends
  2. Consumer behaviour
  3. Marketing and sales planning
  4. Strategic logistics opportunities in sales
  5. Information technologies sales (bar coding, mobile applications and other sales technologies).
  6. Internet marketing
  7. Internationalization of the supply chain.
  8. Future trends in sales logistics management
  9. Integrated marketing communications in the function of sales promotion.
Practical instruction (Problem solving sessions/Lab work/Practical training):
  1. 1. Development trends of sales, logistics and competition, the concept of distribution channels and marketing channels as well as the basics of sales and sales management at all stages of implementation. 2. The influence of modern trends on the change of sales paradigm. 3. Information sales technology. 4. Internationalization and future trends.
Textbooks and References
  1. Lovreta, S., i dr., „Trgovinski marketing i prodaja“, Ekonomski Fakultet, Beograd, 2016
  2. Lovreta, S., „Trgovinski menadžment“, Ekonomski fakultet, Beograd, 2015
  3. Gašović, M., „Menadžment prodaje“, Ekonomski fakultet, Subotica, 2010
  4. Bojović, P., i dr., „Poslovni marketing i oglašavanje“, ŽIG, Zemun, 2009
  5. Rosen, S., „52 Sales Management Tips: The Sales Managers' Success Guide“, Star solutions, Ontario, 2012
  6. Jordan, J., Vazzana, M., „Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance“, Mc Graw Hill, NY, 2012
Number of active classes (weekly)
Lectures: 2
Practical classes: 2
Other types of classes: 0
Grading (maximum number of points: 100)
Pre-exam obligations
Points
activities during lectures
0
activities on practial excersises
0
seminary work
0
colloquium
0
Final exam
Points
Written exam
0
Oral exam
0