Description

1. Inform students about the theoretical, methodological and practical components of the selling and sales management;
2. Explain to students the role of selling process in the context of marketing concept, process and system;
3. Explain the main contemporary approaches of sales management in the companies;
4. Inform students about the modern elements of sales management as well as with its ethical dimensions.

Instructors

doc. dr. MATJAŽ IRŠIČ, univ. dipl. ekon.

doc. dr. DOMEN MALC, mag.psih.

Contents

Development and Role of Selling and Sales Management in Marketing
Sales and marketing planning
Consumer and Organisational Buyer Behaviour
Process of selling
Recruitment, selection, motivation, and compensation of salespeople
Sales Control

Recommended Readings and Tools

Jobber, D., Lancaster, G. (2009). Selling and sales Management. 8th ed. New York (NY): Prentice Hall.

Planned Activities

Lectures ex-catedra
Group discussions
Analysis of case studies

Assessment Methods and Criteria

Written examination: 100%