Checking date: 22/03/2024

Course: 2024/2025

Sales Force and Key Account Management
Master in Marketing (Plan: 279 - Estudio: 269)

Coordinating teacher: LADO COUSTE, NORA RITA

Department assigned to the subject: Business Administration Department

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 OUTCOMES The student lists the techniques for managing the sales force The student applies the appropriate strategy for the sales function.
Skills and learning outcomes
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
TRAINING ACTIVITIES OF THE SUBJECT AF3 Theoretical practical classes AF6 Group work AF7 Individual student work Activity code / No. of total hours / No. of face-to-face hours /% face-to-face AF3 147 147 100 AF6 203 0 0 AF7 175 0 0 TOTAL SUBJECT 525 105 TEACHING METHODOLOGIES MD1 Lectures in the teacher's class supported by computer and audiovisual media, in which the main concepts of the subject are developed and the bibliography is provided to complement the students' learning. MD2 Critical reading of texts recommended by the professor of the subject: Sentences and resolutions, press articles, reports, manuals and / or academic articles, either for later discussion in class, or to expand and consolidate the knowledge of the subject. MD3 Resolution of practical cases, problems, etc.¿ raised by the teacher individually or in groups MD4 Presentation and discussion in class, under the moderation of the teacher, of topics related to the content of the subject, as well as practical cases MD5 Preparation of works and reports individually or in groups
Assessment System
  • % end-of-term-examination 40
  • % of continuous assessment (assigments, laboratory, practicals...) 60

Calendar of Continuous assessment

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 may change due academic events or other reasons.