Sales Management

General

• Code: 404
• Semester: 4th
• Study Level: Undergraduate
• Course type: Special Background
• Teaching and exams language: Greek
• Teaching Methods (Hours/Week): Lectures and Practice/Exercises (3)
• ECTS Units: 5
• Course homepage: https://elearning.cm.ihu.gr/course/view.php?id=873
• Class Schedule:
  • Thu 15:00 - 18:00:
• Exams Schedule:
  • 26/06/2024, 18:00 - 20:00:

Course Contents

• Introductory Concepts of Sales Management and Personal Selling.
• The sales process.
• Forms/Types of Sales, Sales Classifications.
• Sales forecast.
• Sales Area Planning.
• Determination of the Size of the Sales Force.
• Organization of the Sales Force.
• Recruitment, Selection and Hiring of Salespeople.
• Cost and Performance Sales Analysis.
• Models and Experiences Related to Performance and Satisfaction with the Work of Sellers.
• Monitoring and Evaluation of Sellers.

Educational Goals

The aim of the Course is to convey to the students the function of sales as a complementary but distinct application of the function of Marketing. Upon completion of the course, students will be able to:

• They plan the sales of a business selling products or providing services.
• Distinguish the categories of potential buyers and apply the corresponding model for the successful sales process.
• Predict the amount of sales of a business.
• Organize the geographical sales areas, as well as to identify and allocate the sales “accounts” (accounts) to sellers.
• Recruit, train, motivate, monitor and evaluate salespeople.
• Prepare a budget to finance the sales function.
• Evaluate costs in relation to the performance of the sales function.

General Skills

to be filled

Teaching Methods

• Face to face.

Use of ICT means

• Online guidance.
• Slides Projection in the classroom.
• Use of E-mail and onlne communication systems.
• Use of e-learning system (moodle).

Teaching Organization

Students Evaluation

to be filled

Recommended Bibliography

ΔΙΔΑΚΤΙΚΑ ΣΥΓΓΡΑΜΜΑΤΑ

1. • Αυλωνίτης Γ. και Σταθακόπουλος Β. (2017). Αποτελεσματική οργάνωση και διοίκηση πωλήσεων. Αθήνα: Unibooks
   • DeMarr B. και De Janasz S. (2025). Διαπραγματεύσεις και επίλυση διαφορών (επιλ. Φ. Κοκκινάκη). Θεσσαλονίκη: Εκδ. Τζιώλας.

    

   ΠΡΟΣΘΕΤΗ ΠΡΟΤΕΙΝΟΜΕΝΗ ΒΙΟΒΛΙΟΓΡΑΦΙΑ

   • Aaron, C.M. (2008). Επιτυχημένες διαπραγματεύσεις, Harvard University School Press, (επιμ. Γ. Ζηρίνης). Αθήνα: Κριτική.
   • Bird T. και Cassell J. (2016) Επιτυχημένη πώληση (επιμ. Κ. Τζωρτζάκης). Αθήνα: Rosili.
   • Jobber, D. και Lancaster G. (2005). Οργάνωση και διοίκηση πωλήσεων, (επιμ.: Α. Σοκοδήμος). Αθήνα: Κλειδάριθμος.
   • Τζωρτζάκης K. (2015). Η Λιανική Πώληση στο Ελληνικό Επιχειρείν. Αθήνα: Rosili.
   • Zentes J., Morschett D. και Schramm – Klein H., (2008). Στρατηγικό Μάνατζμεντ Λιανικών Πωλήσεων, (επιμ. Χριστίνα Μπουτσούκη). Αθήνα: Εκδόσεις Παπασωτηρίου.

    

Related Research Journals

1. Journal of Selling.
2. Journal of Personal Selling & Sales Management.
3. Journal of Commerce.
4. International Journal of Commerce and Management.
5. Journal of Commerce and Trade.
6. International Journal of Commerce and Management Research.