Sales Management

General

• Code: 404
• Semester: 4th
• Study Level: Undergraduate
• Course type: Special Background
• Teaching and exams language: Greek
• Teaching Methods (Hours/Week): Lectures and Practice/Exercises (3)
• ECTS Units: 5
• Course homepage: https://elearning.cm.ihu.gr/course/view.php?id=873
• Exams Schedule:
  • 26/06/2024, 18:00 - 20:00:

Course Contents

• Introductory Concepts of Sales Management and Personal Selling.
• The sales process.
• Forms/Types of Sales, Sales Classifications.
• Sales forecast.
• Sales Area Planning.
• Determination of the Size of the Sales Force.
• Organization of the Sales Force.
• Recruitment, Selection and Hiring of Salespeople.
• Cost and Performance Sales Analysis.
• Models and Experiences Related to Performance and Satisfaction with the Work of Sellers.
• Monitoring and Evaluation of Sellers.

Educational Goals

The aim of the Course is to convey to the students the function of sales as a complementary but distinct application of the function of Marketing. Upon completion of the course, students will be able to:

• They plan the sales of a business selling products or providing services.
• Distinguish the categories of potential buyers and apply the corresponding model for the successful sales process.
• Predict the amount of sales of a business.
• Organize the geographical sales areas, as well as to identify and allocate the sales “accounts” (accounts) to sellers.
• Recruit, train, motivate, monitor and evaluate salespeople.
• Prepare a budget to finance the sales function.
• Evaluate costs in relation to the performance of the sales function.

General Skills

to be filled

Teaching Methods

• Face to face.

Use of ICT means

• Online guidance.
• Slides Projection in the classroom.
• Use of E-mail and onlne communication systems.
• Use of e-learning system (moodle).

Teaching Organization

Students Evaluation

to be filled

Recommended Bibliography

ΔΙΔΑΚΤΙΚΑ ΣΥΓΓΡΑΜΜΑΤΑ

1. Αποτελεσματική οργάνωση και διοίκηση πωλήσεων, Αυλωνίτης Γεώργιος Ι., Σταθακόπουλος Βλάσης. Interbooks, Κωδικός Βιβλίου στον Εύδοξο: 68394599.
2. Η Λιανική Πώληση στο Ελληνικό Επιχειρείν, Κώστας Τζωρτζάκης, εκδόσεις Rossili, 2015. Κωδικός Βιβλίου στον Εύδοξο: 50659996.
3. Στρατηγικό Μάνατζμεντ Λιανικών Πωλήσεων, Zentes Joachim, Morschett Dirk, Schramm – Klein Hanna, Χριστίνα Μπουτσούκη, Εκδόσεις Παπασωτηρίου, 2008. Κωδικός Βιβλίου στον Εύδοξο: 9700.
4. Οργάνωση και Διοίκηση Πωλήσεων , Νίκος Α. Μαυρουλέας , στον Εύδοξο: 12813290 , ISBN: 978-960-6759-66-6, ΕΚΔΟΣΕΙΣ ΝΕΩΝ ΤΕΧΝΟΛΟΓΙΩΝ.

ΠΡΟΣΘΕΤΗ ΠΡΟΤΕΙΝΟΜΕΝΗ ΒΙΟΒΛΙΟΓΡΑΦΙΑ

1. Κερδοφόρα διοίκηση των πωλήσεων, Μπέης Ιωάννης, στον Εύδοξο: 15013, ISBN: 978-960-6647-82-6, Εκδόσεις Επίκεντρο Α.Ε.
2. ΟΡΓΑΝΩΣΗ ΚΑΙ ΔΙΟΙΚΗΣΗ ΠΩΛΗΣΕΩΝ, DAVID JOBBER, GEOFF LANCASTER, στον Εύδοξο: 13846, ΕΚΔΟΣΕΙΣ ΚΛΕΙΔΑΡΙΘΜΟΣ.

Related Research Journals

1. Journal of Selling.
2. Journal of Personal Selling & Sales Management.
3. Journal of Commerce.
4. International Journal of Commerce and Management.
5. Journal of Commerce and Trade.
6. International Journal of Commerce and Management Research.