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:
Introduction to sales management.Term, tasks, and responsabilities of sales management;
Sales management marketing aspects. Instruments of marketing mix;
Sales management and quality of products and services. Sales management and information and commnunication technology;
Forms of sales. Direct indirect and sales by the means of corporate multimedia information systems;
Sales activities plannning.Strategic business planning and sales management;
Sales activities organisation. Forms of organized salse. Salesman role;
Pricing policy as key factor of succesfull sales of products and services;
Pricing policy towards customers. Pricing policy towards competitors;
Psychological aspects of company pricing policy;
Managerial price decision: Targeting pricing. Demand analysis. Cost Estimates. Analysis of the competitive price and products and services;
Sale price formation under different market conditions: Prices inperfect competition.Monopoly price. Oligopoly price;
Motivation and reward of sellers: find potential sellers and select the best candidates;
Continuous training for sales staff. Sales manager as leaders;
Sales analysis, cost analysis of marketing and sales team performance evaluation;
