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Direcció Comercial (4 Crèdits) Professor Titular Professor/s Gursel Ilipinar - Gursel Ilipinar - Prerequisits recomanables   Aquesta assignatura no presenta cap prerequisit recomanable.   Corequisits   Aquesta assignatura no presenta cap corequisit.   Incompatibilitats   Aquesta assignatura no presenta cap incompatibilitat.   Coneixements previs     Descripció assignatura   This course is an analysis of professional selling practices with emphasis on the selling process and sales management, including the development of territories, determining potentials and forecasts, and setting quotas. Sales Management course is concerned with examining the elements of an effective sales force as a key component of the organization's total marketing effort. The course will extend student’s understanding of marketing's reach and potential impact in achieving its overarching goals. Course objectives include understanding the sales process, the relationship between sales and marketing, sales force structure, customer relationship management (CRM), use of technology to improve sales force effectiveness, and issues in recruiting, selecting, training, motivating, compensating and retaining salespeople. Students learn to apply the discussion topics through an interactive project worked on throughout the course. The course is primarily an interactive discussion including debates, cases, and multiple opportunities to apply the theories that are discussed. The course is focused on professional, business-to-business (B2B) sales issues and sales management. We frequently draw on our own experiences as consumers (B2C) as a basis for developing perspectives, insights, and understanding of B2B sales themes   Objectius i Coneixements   Objectives: There are two primary objectives for the Sales Management course: �� To gain a solid understanding of professional B2B sales including its planning and staffing, structure, and evaluation �� To understand how to manage and motivate a professional B2B sales force from the perspectives of a sales manager (authority) and a marketing manager (influence)   Continguts   Agenda Sessions and Course Syllabus Session Topic Chapter 1 Introductions/Group Selection/Course Syllabus Intro to Sales Management 1 2 Sales Function/Multi-Channel 2 3 Chapter 2 Continued 2 4 Leadership and the Sales Executive 3 5 Chapter 3 Continued 3 6 Ethics, Law, & Leadership 4 7 B2B Sales & CRM 5 8 Chap 5 Cont – Exam 1 Review 5 9 Leveraging IT 6 10 Designing & Organizing the SF 7 11 Recruiting & Selecting the SF 8 12 Chap 8 Continued 8 13 Training & Developing the SF 9 14 Chap 9 Continued 9 15 Supervising, Managing, & Leading the SF 10 16 Setting Goals & Managing Sales Force Performance 11 17 Motivating & Rewarding Salespeople 12 18 Turning Customer Info into Knowledge 13 19 Assessing the Performance of the Sales Force 14 20 Internal & External Cultural Forces that Affect Performance 15 21 Sales Manager’s Interview 22 Sales Manager’s Interview 23 Sales Manager’s Interview / In-Class Review 24 Final Exam   Metodologia   Lectures will follow closely the structure and content set out in the main textbook “Sales Management: Shaping Future Sales Leaders” by Tanner, Honeycutt, and Erffmeyer. We will aim to cover the material in 15 of the chapters in this book, approximately one chapter per week, plus selected elements from other material. Multiple choice tests will be held regularly in class, and will count towards the final grade, so students are advised to develop a regular study routine.   Avaluació   Continuous Assessment Attendance and participation 10% In-class tests, case analysis and write-up 20% Mid-term exam 30% Final examination 40%   Criteris d'Avaluació     Bibliografia   As well as the main textbook, cases, additional readings will be posted on the estudy intranet or handed out in class. Most of these readings will consist of newspaper or magazine articles. Required Textbook: None. However, if you are learning about personal selling and sales management for the first time, these notes and exercises will not provide you with the required depth that a textbook and in-class experience can provide.   Material complementari   Recommended Textbooks Sales Management: Shaping Future Sales Leaders, John Tanner, Earl Honeycutt, and Robert Erffmeyer, Upper Saddle River, NJ: Pearson Prentice Hall, copyright 2009, ISBN 0-13-232412-1. Sales Management: Analysis and Decision Making, 7th edition, Ingram, LaForge, et al, M.E. Sharpe; 7 edition (October 15, 2008), ISBN-10: 0765622599 Other sources: http://www.jpssm.org/ Harvard Business cases