| Dozent/in |
Prof. Dr. Sascha Alavi |
| Veranstaltungsart |
Vorlesung |
| Code |
HS201041 |
| Semester |
Herbstsemester 2020 |
| Durchführender Fachbereich |
Wirtschaftswissenschaften |
| Studienstufe |
Bachelor
Master |
| Termin/e |
Do, 19.11.2020, 08:15 - 18:00 Uhr, Online
Fr, 20.11.2020, 08:15 - 18:00 Uhr, Online
Sa, 21.11.2020, 08:15 - 14:00 Uhr, Online
Do, 17.12.2020, 08:15 - 09:45 Uhr, Z_OLAT (Prüfung) |
| Turnus |
blocked
Zoom Live Stream |
| Inhalt |
How should a firm’s salesforce –as an important corporate success factor - be optimally managed to maximize firm performance? More specifically, for example, how should sales managers lead to optimally motivate their salespeople? What are the most important skills and competences for a salesperson? Should salespeople receive a firm car to reward their selling success? Who should be in a sales team?
The key objective of the course salesforce management is to answer these and similar questions which are important to firm practice and research alike.
A firm‘s salesforce is the firm’s “face to the customer” and the main ambassador of the brand. Therefore, being the major link between the firm and its customer, the salesforce exhibits an enormous impact on a firm’s overall performance. Consequently, the management of this critical success factor, the salesforce, is of highest importance to companies.
Nowadays, in many firms sales managers increasingly gain strategic importance on top management levels - an academic, profound education for such positions is indispensable. Therefore, the key objective of this course is to endow students with a basic understanding and actionable skills of salesforce management.
The course comprises the following chapters:
1. Fundamentals of Sales Management
- What is Sales Management?
- Why is Sales Management Important?
- The New Role of Sales Management in the company
- Job Opportunities in Sales Management 2. “Recruiting the Right Salespeople”: Salespeople Selection, Recruitment, and Skills
- What are the most important salespeople skills?
- How should salespeople be optimally selected? 3. “Motivating your Salesforce”: Salesperson Motivation, Salesperson Compensation
- How should salespeople be optimally motivated?
- How should salespeople be optimally compensated? 4. “Guiding your Salesforce”: Sales Leadership, Sales Organization, Sales Training
- Role of sales leaders: Which leadership style is most effective?
- How should the salesforce be embedded in the organization? |
| Lernziele |
The course has three key objectives:
1. Endowing students with the fundamentals of sales management
2. Endowing students not only with theoretical, but also with practicable knowledge, applicable in firm practice
3.High firm practice orientation, working with real firm data, examples, and case studies
|
| Voraussetzungen |
no special requirements |
| Sprache |
Englisch |
| Anmeldung |
To attend the course / exercise, registration via e-learning platform OLAT is required. Registration is possible from August, 31 to September 25, 2020. The students themselves are responsible for checking the creditability of the course to their course of study. Direct link to OLAT course: https://lms.uzh.ch/url/repositoryentry/16800973044 |
| Leistungsnachweis |
***IMPORTANT*** In order to acquire credits, resp. to take the examination, registration via the Uni Portal within the examination registration period is ESSENTIALLY REQUIRED. Further information on registration: www.unilu.ch/wf/pruefungen |
| Abschlussform / Credits |
Written examination / 3 Credits
|
| Hörer-/innen |
Ja |
| Kontakt |
sascha.alavi@rub.de |
| Literatur |
Will be provided during class. |