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Sales Management and Getting your Beachhead Customers (19CI85561)

General information

Type:

OP

Curs:

1

Period:

S semester

ECTS Credits:

2 ECTS

Teaching Staff:

Group Teacher Department Language

Prerequisites

None

Course Learning Objectives

COURSE LEARNING OBJECTIVES
Learn about setting up the Sales Management and Sales including
How to determine the overall goal sales goals and budgets?
How to structure the sales process and the teams?
How to recruit, retain and let go of sales people?
How to manage day to day sales operations?
How to sell different types of offerings?

ASSESSMENT

ASSESSMENT BREAKDOWN

Description %
Oral Participation 20
Exam 40
Group Project on Development of the Sales Function 40

Assessment criteria

Oral participation, Exam, Group Project

Bibliography

Inbound Marketing
Predictable Revenue
The Sales Acceleration Formula






Timetable and sections

Group Teacher Department

Timetable