Checking date: 08/07/2020

Course: 2020/2021

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

Coordinating teacher: LADO COUSTE, NORA RITA

Department assigned to the subject: Department of Business Administration

Type: Electives
ECTS Credits: 3.0 ECTS


Requirements (Subjects that are assumed to be known)
Not required.
Skills to be acquired General skills *CG12: Ability to manage and leadship. *CG13: Tolerance and respect for diversity (gender, ethnic groups, culture). Specific skills: *CE5: To understand and use statistics and econometrics tools to analyze data and marketing problems through scientific models, using appropriate software. *CE9: Analysis, evaluation and decision-making regarding distribution channels and sales force. Integrated distribution channels and supply management, conflicts management, efficiency, and activities of distribution and logistics, sales techniques, negotiation, management, account management, customer management and CRM, as well as new technologies for managing customer data ). Learning objectives: ¿ Understand the keys issues from personal selling to Key Account Management. ¿ Gain basic skill in human resource management in sales processes. ¿ Develop an understanding of profitable Sales force management
Description of contents: programme
Introduction to sales management Management of sales force Territory design Organizing the sales force and planning selling efforts Recruitment and selection of sales personnel Training of sales force The evolution of personal selling process Key Account Management control systems sales force Incentives and rewards for sales force Sales force training Sales force motivation Leadership and coaching
Learning activities and methodology
The subjects will be bimodal 50% (synchronous online teaching in big or aggregate groups, face-to-face teaching in small groups). Classes may involve lectures, small group exercises, case analyses and discussions. The lectures will serve to establish the conceptual foundations. Practical classes are designed so that students can develop skills and abilities required properly established. Student contributions are an important part of the course. Students are expected to read assigned materials for each class; attend class, participate and contribute to discussions.
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.