Sales Force Management 2600-MSMdz2zmZSS
Due to the relatively little available literature on the subject, it will be crucial to present basic theoretical knowledge and verify it through the prism of business practice. Hence both the case analysis and the presence of business practitioners as guest speakers. Techniques and decision-making procedures used in organizing the sales department, determining the number of salespeople and sales territories, and shaping the motivation system and controlling the work of salespeople will be presented.
Type of course
Mode
Course coordinators
Learning outcomes
Knowledge:
Knows and understands the basic terminology and mechanisms of managing a sales department and decision-making related to organizing sales work (S1_W01).
Skills:
Can identify and diagnose problems related to the organization of a sales department, including determining the number of salespeople and sales territories (S1_U01).
Can design motivation and control systems for sales staff, taking into account practical aspects of enterprise operations (S1_U08).
Social competences:
Is ready to critically analyze managerial decisions and apply ethical principles in organizing a sales department and managing a sales team (S1_K04).
Assessment criteria
Graded assessment
Project presentation – case study/activity and attendance at classes
Bibliography
Basic literature
Cybulski K., Management of the company's sales department, PWN, Warsaw 2004, 2010.
Cybulski K., The phenomenon of seller fluctuations in the light of empirical research, Ed. Scientific Department Management University of Warsaw, 2013.
Additional literature
Steward G., Effective sales management, Ed. Prof. Business Schools, Kraków 1995
Tracy B., Scheelen M. F., Modern sales manager, Muza S.A., Warsaw 2000
Zoltners A.A., Sinha P., Lorimer E.S., Increasing the efficiency of the sales department, Oficyna Ekonomiczna, Kraków 2005
Additional information
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: