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ATUSS

VISER

Academy of Technical and Art Applied Studies

School of Electrical and Computer Engineering

Serbian

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.
  4. Lovreta Stipe: Trgovinski menadžment, Ekonomski fakultet, Beograd, 2021.
  5. 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

Lecturer

Associate

Course presentation (2)

Prezentacija predmeta školska 2022/2023 godina

dr Ružica Cvetković, 04.10.2022., 0.06 MB

Prezentacija predmeta školska 2022.-2023. godina letnji semestar

dr Ružica Cvetković, 23.02.2023., 0.09 MB
Lectures (15)

1_ Uvodno predavanje

dr Milica Jevremović, 10.04.2019., 0.71 MB

2_ Definisanje menadzmenta prodaje

dr Milica Jevremović, 10.04.2019., 0.62 MB

3_Koraci maloprodaje

dr Milica Jevremović, 10.04.2019., 0.59 MB

4_Sedam koraka prodaje

dr Milica Jevremović, 10.04.2019., 0.44 MB

5_Ponuda proizvoda

dr Milica Jevremović, 10.04.2019., 0.43 MB

6_Metode pretrage kupaca

dr Milica Jevremović, 10.04.2019., 0.51 MB

7_Načini prezentacije

dr Milica Jevremović, 10.04.2019., 0.77 MB

8_Osobine menadzera prodaje

dr Milica Jevremović, 10.04.2019., 0.75 MB

9_Modeli prodaje

dr Milica Jevremović, 10.04.2019., 0.48 MB

10_Proces prodaje

dr Milica Jevremović, 10.04.2019., 0.44 MB

11_Neverbalna komunikacija

dr Milica Jevremović, 10.04.2019., 1.01 MB

12_22 pravila i principi profesionalnog menadzmenta

dr Milica Jevremović, 10.04.2019., 0.35 MB

13_Upravljanje prigovorima

dr Milica Jevremović, 10.04.2019., 1.05 MB

14_Ocenjivanje performansi zaposlenih

dr Milica Jevremović, 10.04.2019., 0.54 MB

15_Okidaci u prodaji

dr Milica Jevremović, 10.04.2019., 0.62 MB
Practical classes (9)

V2_Definisanje mendzmenta prodaje

dr Milica Jevremović, 04.04.2019., 0.33 MB

v3 KORACI MALOPRODAJE

dr Milica Jevremović, 04.04.2019., 0.29 MB

V4_Sedam koraka prodaje

dr Milica Jevremović, 04.04.2019., 0.23 MB

v5_JPP

dr Milica Jevremović, 04.04.2019., 0.3 MB

v6_Nacini prezentacije

dr Milica Jevremović, 04.04.2019., 0.24 MB

Zadatak-Upravljanje prigovorima

dr Milica Jevremović, 04.04.2019., 0.16 MB

Ocena zaposlednih

dr Milica Jevremović, 04.04.2019., 0.16 MB

Zadatak za studente_Okidači u prodaji

dr Milica Jevremović, 04.04.2019., 0.16 MB

Zadaci_ troskovi nabavke

dr Milica Jevremović, 04.04.2019., 0.45 MB
Downloads (1)

Struktura projekta za vezbe

dr Milica Jevremović, 04.04.2019., 0.2 MB
Colloquiums and preliminary results (0)