{"id":2884,"date":"2023-06-05T18:10:21","date_gmt":"2023-06-05T15:10:21","guid":{"rendered":"https:\/\/www.ba.ihu.gr\/?post_type=course&#038;p=2884"},"modified":"2025-09-22T11:08:09","modified_gmt":"2025-09-22T08:08:09","slug":"404","status":"publish","type":"course","link":"https:\/\/www.ba.ihu.gr\/en\/courses\/404\/","title":{"rendered":"Sales Management"},"author":6,"template":"","meta":[],"semester":[37],"course_type":[13],"acf":{"code":"404","semester":[37],"level":"1","teaching_activities":{"activity_1":{"description":"Lectures and Practice\/Exercises","weekly_hrs":3,"ects":5},"activity_2":{"description":"","weekly_hrs":"","ects":""},"activity_3":{"description":"","weekly_hrs":"","ects":""},"activity_4":{"description":"","weekly_hrs":"","ects":""},"activity_5":{"description":"","weekly_hrs":"","ects":""}},"type":13,"language":"Greek","erasmus":"\u038c\u03c7\u03b9","url":"https:\/\/elearning.cm.ihu.gr\/course\/view.php?id=873","prerequisites":"","instructors":"","coordinator":"","content":"<ul>\r\n \t<li>Introductory Concepts of Sales Management and Personal Selling.<\/li>\r\n \t<li>The sales process.<\/li>\r\n \t<li>Forms\/Types of Sales, Sales Classifications.<\/li>\r\n \t<li>Sales forecast.<\/li>\r\n \t<li>Sales Area Planning.<\/li>\r\n \t<li>Determination of the Size of the Sales Force.<\/li>\r\n \t<li>Organization of the Sales Force.<\/li>\r\n \t<li>Recruitment, Selection and Hiring of Salespeople.<\/li>\r\n \t<li>Cost and Performance Sales Analysis.<\/li>\r\n \t<li>Models and Experiences Related to Performance and Satisfaction with the Work of Sellers.<\/li>\r\n \t<li>Monitoring and Evaluation of Sellers.<\/li>\r\n<\/ul>","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:\r\n<ul>\r\n \t<li>They plan the sales of a business selling products or providing services.<\/li>\r\n \t<li>Distinguish the categories of potential buyers and apply the corresponding model for the successful sales process.<\/li>\r\n \t<li>Predict the amount of sales of a business.<\/li>\r\n \t<li>Organize the geographical sales areas, as well as to identify and allocate the sales \"accounts\" (accounts) to sellers.<\/li>\r\n \t<li>Recruit, train, motivate, monitor and evaluate salespeople.<\/li>\r\n \t<li>Prepare a budget to finance the sales function.<\/li>\r\n \t<li>Evaluate costs in relation to the performance of the sales function.<\/li>\r\n<\/ul>","skills":"to be filled","teaching_methods":"<ul>\r\n \t<li>Face to face.<\/li>\r\n<\/ul>","ict_usage":"<ul>\r\n \t<li>Online guidance.<\/li>\r\n \t<li>Slides Projection in the classroom.<\/li>\r\n \t<li>Use of E-mail and onlne communication systems.<\/li>\r\n \t<li>Use of e-learning system (moodle).<\/li>\r\n<\/ul>","teaching_organization":{"activity_1":{"description":"Lectures","workload":39},"activity_2":{"description":"Assignment(s)","workload":35},"activity_3":{"description":"Personal Study","workload":51},"activity_4":{"description":"","workload":""},"activity_5":{"description":"","workload":""},"activity_6":{"description":"","workload":""}},"students_evaluation":"to be filled","bib_textbooks":"\u0394\u0399\u0394\u0391\u039a\u03a4\u0399\u039a\u0391 \u03a3\u03a5\u0393\u0393\u03a1\u0391\u039c\u039c\u0391\u03a4\u0391\r\n<ol>\r\n \t<li>\u0391\u03c0\u03bf\u03c4\u03b5\u03bb\u03b5\u03c3\u03bc\u03b1\u03c4\u03b9\u03ba\u03ae \u03bf\u03c1\u03b3\u03ac\u03bd\u03c9\u03c3\u03b7 \u03ba\u03b1\u03b9 \u03b4\u03b9\u03bf\u03af\u03ba\u03b7\u03c3\u03b7 \u03c0\u03c9\u03bb\u03ae\u03c3\u03b5\u03c9\u03bd<strong>, <\/strong>\u0391\u03c5\u03bb\u03c9\u03bd\u03af\u03c4\u03b7\u03c2 \u0393\u03b5\u03ce\u03c1\u03b3\u03b9\u03bf\u03c2 \u0399., \u03a3\u03c4\u03b1\u03b8\u03b1\u03ba\u03cc\u03c0\u03bf\u03c5\u03bb\u03bf\u03c2 \u0392\u03bb\u03ac\u03c3\u03b7\u03c2<strong>. <\/strong>Interbooks, \u039a\u03c9\u03b4\u03b9\u03ba\u03cc\u03c2 \u0392\u03b9\u03b2\u03bb\u03af\u03bf\u03c5 \u03c3\u03c4\u03bf\u03bd \u0395\u03cd\u03b4\u03bf\u03be\u03bf: 68394599.<\/li>\r\n \t<li>\u0397 \u039b\u03b9\u03b1\u03bd\u03b9\u03ba\u03ae \u03a0\u03ce\u03bb\u03b7\u03c3\u03b7 \u03c3\u03c4\u03bf \u0395\u03bb\u03bb\u03b7\u03bd\u03b9\u03ba\u03cc \u0395\u03c0\u03b9\u03c7\u03b5\u03b9\u03c1\u03b5\u03af\u03bd, \u039a\u03ce\u03c3\u03c4\u03b1\u03c2 \u03a4\u03b6\u03c9\u03c1\u03c4\u03b6\u03ac\u03ba\u03b7\u03c2, \u03b5\u03ba\u03b4\u03cc\u03c3\u03b5\u03b9\u03c2 Rossili, 2015. \u039a\u03c9\u03b4\u03b9\u03ba\u03cc\u03c2 \u0392\u03b9\u03b2\u03bb\u03af\u03bf\u03c5 \u03c3\u03c4\u03bf\u03bd \u0395\u03cd\u03b4\u03bf\u03be\u03bf: 50659996.<\/li>\r\n \t<li>\u03a3\u03c4\u03c1\u03b1\u03c4\u03b7\u03b3\u03b9\u03ba\u03cc \u039c\u03ac\u03bd\u03b1\u03c4\u03b6\u03bc\u03b5\u03bd\u03c4 \u039b\u03b9\u03b1\u03bd\u03b9\u03ba\u03ce\u03bd \u03a0\u03c9\u03bb\u03ae\u03c3\u03b5\u03c9\u03bd, Zentes Joachim, Morschett Dirk, Schramm - Klein Hanna, \u03a7\u03c1\u03b9\u03c3\u03c4\u03af\u03bd\u03b1 \u039c\u03c0\u03bf\u03c5\u03c4\u03c3\u03bf\u03cd\u03ba\u03b7, \u0395\u03ba\u03b4\u03cc\u03c3\u03b5\u03b9\u03c2 \u03a0\u03b1\u03c0\u03b1\u03c3\u03c9\u03c4\u03b7\u03c1\u03af\u03bf\u03c5, 2008. \u039a\u03c9\u03b4\u03b9\u03ba\u03cc\u03c2 \u0392\u03b9\u03b2\u03bb\u03af\u03bf\u03c5 \u03c3\u03c4\u03bf\u03bd \u0395\u03cd\u03b4\u03bf\u03be\u03bf: 9700.<\/li>\r\n \t<li>\u039f\u03c1\u03b3\u03ac\u03bd\u03c9\u03c3\u03b7 \u03ba\u03b1\u03b9 \u0394\u03b9\u03bf\u03af\u03ba\u03b7\u03c3\u03b7 \u03a0\u03c9\u03bb\u03ae\u03c3\u03b5\u03c9\u03bd<strong> , <\/strong>\u039d\u03af\u03ba\u03bf\u03c2 \u0391. \u039c\u03b1\u03c5\u03c1\u03bf\u03c5\u03bb\u03ad\u03b1\u03c2<strong> , \u03c3\u03c4\u03bf\u03bd \u0395\u03cd\u03b4\u03bf\u03be\u03bf: 12813290 , <\/strong>ISBN: 978-960-6759-66-6<strong>, <\/strong>\u0395\u039a\u0394\u039f\u03a3\u0395\u0399\u03a3 \u039d\u0395\u03a9\u039d \u03a4\u0395\u03a7\u039d\u039f\u039b\u039f\u0393\u0399\u03a9\u039d.<\/li>\r\n<\/ol>\r\n\u03a0\u03a1\u039f\u03a3\u0398\u0395\u03a4\u0397 \u03a0\u03a1\u039f\u03a4\u0395\u0399\u039d\u039f\u039c\u0395\u039d\u0397 \u0392\u0399\u039f\u0392\u039b\u0399\u039f\u0393\u03a1\u0391\u03a6\u0399\u0391\r\n<ol>\r\n \t<li>\u039a\u03b5\u03c1\u03b4\u03bf\u03c6\u03cc\u03c1\u03b1 \u03b4\u03b9\u03bf\u03af\u03ba\u03b7\u03c3\u03b7 \u03c4\u03c9\u03bd \u03c0\u03c9\u03bb\u03ae\u03c3\u03b5\u03c9\u03bd, \u039c\u03c0\u03ad\u03b7\u03c2 \u0399\u03c9\u03ac\u03bd\u03bd\u03b7\u03c2, \u03c3\u03c4\u03bf\u03bd \u0395\u03cd\u03b4\u03bf\u03be\u03bf: 15013, ISBN: 978-960-6647-82-6, \u0395\u03ba\u03b4\u03cc\u03c3\u03b5\u03b9\u03c2 \u0395\u03c0\u03af\u03ba\u03b5\u03bd\u03c4\u03c1\u03bf \u0391.\u0395.<\/li>\r\n \t<li>\u039f\u03a1\u0393\u0391\u039d\u03a9\u03a3\u0397 \u039a\u0391\u0399 \u0394\u0399\u039f\u0399\u039a\u0397\u03a3\u0397 \u03a0\u03a9\u039b\u0397\u03a3\u0395\u03a9\u039d, DAVID JOBBER, GEOFF LANCASTER, \u03c3\u03c4\u03bf\u03bd \u0395\u03cd\u03b4\u03bf\u03be\u03bf: 13846, \u0395\u039a\u0394\u039f\u03a3\u0395\u0399\u03a3 \u039a\u039b\u0395\u0399\u0394\u0391\u03a1\u0399\u0398\u039c\u039f\u03a3.<\/li>\r\n<\/ol>","bib_journals":"<ol>\r\n \t<li>Journal of Selling.<\/li>\r\n \t<li>Journal of Personal Selling &amp; Sales Management.<\/li>\r\n \t<li>Journal of Commerce.<\/li>\r\n \t<li>International Journal of Commerce and Management.<\/li>\r\n \t<li>Journal of Commerce and Trade.<\/li>\r\n \t<li>International Journal of Commerce and Management Research.<\/li>\r\n<\/ol>"},"_links":{"self":[{"href":"https:\/\/www.ba.ihu.gr\/en\/wp-json\/wp\/v2\/course\/2884"}],"collection":[{"href":"https:\/\/www.ba.ihu.gr\/en\/wp-json\/wp\/v2\/course"}],"about":[{"href":"https:\/\/www.ba.ihu.gr\/en\/wp-json\/wp\/v2\/types\/course"}],"author":[{"embeddable":true,"href":"https:\/\/www.ba.ihu.gr\/en\/wp-json\/wp\/v2\/users\/6"}],"version-history":[{"count":9,"href":"https:\/\/www.ba.ihu.gr\/en\/wp-json\/wp\/v2\/course\/2884\/revisions"}],"predecessor-version":[{"id":5764,"href":"https:\/\/www.ba.ihu.gr\/en\/wp-json\/wp\/v2\/course\/2884\/revisions\/5764"}],"acf:term":[{"embeddable":true,"taxonomy":"course_type","href":"https:\/\/www.ba.ihu.gr\/en\/wp-json\/wp\/v2\/course_type\/13"},{"embeddable":true,"taxonomy":"semester","href":"https:\/\/www.ba.ihu.gr\/en\/wp-json\/wp\/v2\/semester\/37"}],"wp:attachment":[{"href":"https:\/\/www.ba.ihu.gr\/en\/wp-json\/wp\/v2\/media?parent=2884"}],"wp:term":[{"taxonomy":"semester","embeddable":true,"href":"https:\/\/www.ba.ihu.gr\/en\/wp-json\/wp\/v2\/semester?post=2884"},{"taxonomy":"course_type","embeddable":true,"href":"https:\/\/www.ba.ihu.gr\/en\/wp-json\/wp\/v2\/course_type?post=2884"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}