Checking date: 07/07/2017


Course: 2017/2018

Sales Force and Key Account Management
(16237)
Study: Master in Marketing (269)
EPE


Coordinating teacher: LADO COUSTE, NORA RITA

Department assigned to the subject: Department of Business Administration

Type: Electives
ECTS Credits: 3.0 ECTS

Course:
Semester:




Students are expected to have completed
Competences and skills that will be acquired and learning results.
Description of contents: programme
Learning activities and methodology
Assessment System
  • % end-of-term-examination 40
  • % of continuous assessment (assigments, laboratory, practicals...) 60
Basic Bibliography
  • Capon, N. . Key Account Management and Planning, . Free Press. 2001
  • Dalrymple, Douglas J., Cron William L.. Sales Management: Concepts and Cases, 8th Edition, . Wiley. 2010
  • Dalrymple, Douglas J., Cron William L.. Sales Management: Concepts and Cases, 8th Edition, . Wiley. 2010
  • Futrell, C.M.. Sales Management ¿Teamwork, Leadership and Technology, 8th edition, . Harcourt College Publishers. 2010
  • Mark W. Johnston, Greg W. Marshall. Sales Force Management Leadership, Innovation, Technology, 12th Edition . Routledge. 2016
  • Thomas N Ingram, Raymond W. LaForge, Charles H. Schwepker, Michael R Williams. Sales Management ¿ Analysis & Decision Making, 7th edition,. Routledge. 2008

The course syllabus and the academic weekly planning may change due academic events or other reasons.