New product sales management

2023/2024

Учебный год

ENG

Обучение ведется на английском языке

3

Кредиты

Кто читает:

Кафедра маркетинга (Нижний Новгород) (Факультет менеджмента (Нижний Новгород))

Статус:

Курс обязательный

Когда читается:

2-й курс, 2 модуль

Course Syllabus

Abstract

The discipline is devoted to the sales of new products. Students will study such topics as development of a unique selling proposition (USP), development of a commercial offer for a new product, product presentation (oral presentation, storytelling, pitching, designing a product presentation), building a sales funnel, using a various sales channels (offline and online).

Learning Objectives

• The goal of the Sales Management course is to examine 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), uses 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.

Expected Learning Outcomes

• 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)

Course Contents

• Professional Sales
• Sales performance

Assessment Elements

• plan
• presentation

Interim Assessment

• 2023/2024 2nd module
  0.5 * plan + 0.5 * presentation

Bibliography

Recommended Core Bibliography

• Ingram, T. N., Schwepker, C. H., Williams, M. R., Avila, R. A., & LaForge, R. W. (2015). Sales Management : Analysis and Decision Making (Vol. Eighth edition). London: Routledge. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=971553

Recommended Additional Bibliography

• Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker Jr, & Michael R. Williams. (2019). Sales Management : Analysis and Decision Making. [N.p.]: Routledge. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=2277263
• Yahya, S. F. H., Hashim, N. A., Bahsri, N., & Dahari, N. A. (2019). The Effect of Sales Promotion Strategy on Online Fashion Shopping Behavior among Employee of Sahawan Sdn Bhd. Global Business & Management Research, 11(2), 1–12. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=bsu&AN=136670762