Sales Forces Management & Retailing
Code
2355
Academic unit
null
Department
null
Credits
3,5
Teacher in charge
Jorge Velosa
Teaching language
English
Objectives
This course assumes the perspective of the player who decided to go to the market using its own sales force, and discuss the strategic and tactical management of the sales force. In the second part of the course we look at retailers and we will discuss the main aspects of your business.
The course will be based on many examples and field experiences of several markets in Europe and other regions of the world, along with an updated theoretical basis. We will also use extensively, cases and class discussions.
Teaching Methods:
The course will be a mix of theory, case studies and discussions. A practical approach will be used for a subject with many examples and field materials. The participation of the student is taken into account, in class discussions and in the case of recommendations, and should be accompanied by careful preparation of cases and readings that are available via the plans of study that can be accessed online. For cases, debate´s questions are also available. The material in the line include the presentation to the class together with the recommended and further reading: the course allows those who wish to further explore the topic to make it through the material and extra boards are encouraged to do so when necessary.
There will be several individual work during the period to be referenced in the detailed program. There will also be a working group for the term.
Prerequisites
Subject matter
Bibliography
Teaching method
The course will be a mix of theory, case studies and discussions. A practical approach will be used for a subject with many examples and field materials.
The participation of the student is taken into account, in class discussions and in the case of recommendations, and should be accompanied by careful preparation of cases and readings that are available via the plans of study that can be accessed online. For cases, debate´s questions are also available.
The material in the line include the presentation to the class together with the recommended and further reading: the course allows those who wish to further explore the topic to make it through the material and extra boards are encouraged to do so when necessary.
There will be several individual work during the period to be referenced in the detailed program. There will also be a working group for the term.
Evaluation method