Sales Management

Sales
Management
Main Features
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Optional Subject (4th Businesss Administration)
Second Semester
4,5 ECTS
Aurelio García Pérez-Cuadrado
Language: English
e-mail: aurelmarket13@gmail.com
Noelia Sánchez Casado
e-mail: noelia.sanchez@upct.es
Objectives
Description
Sales Management is a subject which tries letting
students to learn about sales marketing strategies,
introducing them in the field of personal selling and
any other marketing trends. Moreover, this subject
has the aim of increasing the students’ ability to
design and manage the sales force of firms.
Description
The scope of Sales Management
includes
the
understanding
and
managing of relationships between
firms and customers, so the use and
implementation of customer relationship
management (CRM) tools is proposed.
Contents
1. Theoretical
1.1. Introduction to Sales Management
1.2. Relationships as a cornerstone of Sales Management
1.3. Sales Force Organization
1.4. Sales Force Development
1.5. Ethics in Sales Management
2. Practical
2.1. Customer Relationship Management (CRM) tools
2.2. Implementation of a CRM tool in the firm’s sales plan
Assessment Standards
 Participation (in person/virtually*) & Attendance (20%)
*By following “Beside Marketing” in Facebook
 Work/Project (40%)
Developed during the classes by using Zoho CRM software
 Test (40%)
Zoho CRM Project: some examples from students’ projects
Zoho CRM Project: some examples from students’ projects
Sports
Zoho CRM Project: some examples from students’ projects
Sports
Zoho CRM Project: some examples from students’ projects
Publishing House
Zoho CRM Project: some examples from students’ projects
Perfumery
Zoho CRM Project: some examples from students’ projects
Software
Student’s Opinions about the Subject (2014/2015)
“I think if someone is interested in being a sales person then this subject is very
useful. The subject contains many practical examples and overall the only thing
which requires improvement is making the project work more meaningful”.
“In my opinion, this subject positive increase my interest for Sales Management”.
“I think this subject is interesting, teacher always encourages the students. Has
different video, example. Teacher attitude for learning is good”.
“The teacher explains very well the content and facilitates our participation during
the classes”
“It was my favorite subject. I was very interested in the theme sales management and
the teacher explained the subject very well (...) The project was really good, because
we could work on our own and it was a lot of fun”.
“Aspectos positivos: Conocer una herramienta de gestión de ventas y relación con los
clientes. Aspectos negativos: Las clases teóricas son un poco aburridas”.
Student’s Opinions about the Subject (2014/2015)
“I really like the subject, it was interesting and I think helpful to find some similarities
in other subject to complete all of them together and get the full view of some parts.
I like also that we were working with software (Zoho), it is something interesting to
learn how to use it and for what is that made; it could be helpful to use that software
later when we will start work in companies for example… In general I can say I am
satisfied with the teacher and her way to teach us”.
“Theoretical classes were well connected with the practice. Classes carried out
clearly and comprehensibly”.
“Es una asignatura interesante, mediante la cual podemos ver nuestros
conocimientos de otros años y en el mismo tiempo conocemos cosas nuevas.
“Esta asignatura me ha resultado bastante interesante ya que en mi familia se lleva
a cabo un negocio y he aprendido bastante sobre como gestionar clientes gracias a
la herramienta software utilizada en esta asignatura, por lo que me parece muy
interesante y útil”.
“Buena asignatura con contenidos interesantes. Mezcla de diapositivas, videos,
imágenes, ejemplos, ejercicios y realización del proyecto; asi que las clases son muy
variadas”.
Student’s Opinions about the Subject (2014/2015)
“The Zoho CRM project was very useful to apply our knowledge acquire in this
lesson!”.
“I think that the project is a good way to understand the subject.”.
“I think the activity about the CRM software use was a very good one because it is a
tool which make us use all the components of the sales and costumer relationship. It
is a tool that makes all the theoretical notions very concrete suddenly..
“In the beginning of working with Zoho CRM system I had thought it is without sense
and I had not like it. Probably because I had felt lost in this system. But then, when
the deadline was coming I had to study more and I realized that it is useful tool for
firm. Now I want to thank you for “force” me to all this because I will be able to use it
in my future work in some company. ”.
Student’s Opinions about the Subject (2015/2016)
"The subject is interesting but sometimes the theoretical part is boring. The positive
aspect is it's more or less easy“.
"The subject is really interesting. Positive aspect is the practical part, we can make our
own project, creating our clients, distributors, brand and more. And the negative aspect is
the theoretical part, there is a lot of theory and I think this subject need to be more
practice“.
“It is an interesting subject and I like the project we are doing. But Noelia can be more
self-confident. When the students look bored it´s not personal and not only in her
subject. She is always nice and helpful, speaks English really good”.
“The information teached is too general, I had expected real examples of a sales process
including calculation etc.
“The teacher is speaking very interesting. She is giving a lot of examples from true live
so its easier to understand the main points from lessons”.
"In general, I liked the way of teaching and the class itself. I expected some more
practical useful content for example like.. How to create a portfolio sales tactics and
possible discounts. I have the feeling that I know the basics about what sales
management is, but I could not create a sales concept for a product“.
“The level of the teacher was good. She was clear and understandable. Teacher has
knowledge about the subject and explains it good”.
Student’s Opinions about the Subject (2015/2016)
“Me parece muy interesante la asignatura, en lo positivo es que la parte práctica es
muy útil para después el uso en la vida real”.
“El aspecto positivo es que la asignatura es interesante y esencial en el ámbito de
nuestra carrera, y el aspecto negativo es que debería quizás ser mucho más
práctico”.
“Los contenidos de la asignatura son muy interesantes, ya que se conocen nuevos
contenidos y herramientas que nos servirán en el futuro laboral”.
“Los contenidos de esta asignatura son fundamentales para encontrar un buen
trabajo en el futuro”.
“Muy practica, enseñando una herramienta útil y claramente aplicable”.
“Que las clases son muy prácticas, de esta forma, se hacen amenas y se consigue
mantener la atención de los alumnos”.
“Me parece una asignatura interesante, dinámica y amena porque hay parte teórica
y parte práctica, y se complementan, de manera que no se hace pesada”.
Student’s Opinions about the Subject (2015/2016)
“Me parece una asignatura interesante, dinámica y amena porque hay parte teórica
y parte práctica, y se complementan, de manera que no se hace pesada”.
“La asignatura me parece interesante, pero el trabajo práctico es demasiado largo
a mi parecer debido a las fechas en las que debe realizarse y tiene un gran peso en
la nota final de la asignatura”.
“Lo positivo a destacar es que me parece muy buena la práctica porque me ha
permitido poner en práctica parte de la teoría que he ido adquiriendo durante la
carrera”.
*For further information, please contact with the teacher:
Noelia Sánchez Casado
*Para más información, contactar con la profesora:
noelia.sanchez@upct.es