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ATUSS

VISER

Academy of Technical and Art Applied Studies

School of Electrical and Computer Engineering

Sales Management Course code: 170111 | 6 ECTS credits

Basic information
Level of Studies: Undergraduate applied 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:
  1. Introduction to sales management.Term, tasks, and responsabilities of sales management;
  2. Sales management marketing aspects. Instruments of marketing mix;
  3. Sales management and quality of products and services. Sales management and information and commnunication technology;
  4. Forms of sales. Direct indirect and sales by the means of corporate multimedia information systems;
  5. Sales activities plannning.Strategic business planning and sales management;
  6. Sales activities organisation. Forms of organized salse. Salesman role;
  7. First colloquium;
  8. Pricing policy as key factor of succesfull sales of products and services;
  9. Pricing policy towards customers. Pricing policy towards competitors;
  10. Psychological aspects of company pricing policy;
  11. Managerial price decision: Targeting pricing. Demand analysis. Cost Estimates. Analysis of the competitive price and products and services;
  12. Sale price formation under different market conditions: Prices inperfect competition.Monopoly price. Oligopoly price;
  13. Motivation and reward of sellers: find potential sellers and select the best candidates;
  14. Continuous training for sales staff. Sales manager as leaders;
  15. Sales analysis, cost analysis of marketing and sales team performance evaluation;
  16. Second colloquium(s).
Practical instruction (Problem solving sessions/Lab work/Practical training):
  1. During tutorials students are discussing about concrete examples from the practice on the topics in compliance to the curricula.
Textbooks and References
  1. Gašović M., Menadžment prodaje, Ekonomski fakultet, Subotica, 2010.
  2. Darmon R. Y. Leading the Sales Force: A Dynamic Management Process, Cambridge University Press, New York, 2007.
  3. Jordan J., Vazzana M.,Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance, MC Graw Hill,2012.
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
20
activities on practial excersises
30
seminary work
0
colloquium
0
Final exam
Points
Written exam
50
Oral exam
0