Sales

Management Main Features

Optional Subject (4th Businesss Administration)

Second Semester

4,5 ECTS

Language: English Aurelio García Pérez-Cuadrado

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.

Co

nte

nts

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)

“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”.

“Theoretical classes were well connected with the practice. Classes carried out

clearly and comprehensibly”.

“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”.

Student’s Opinions about the Subject (2014/2015)

“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. ”.

“I think that the project is a good way to understand the subject.”.

“The Zoho CRM project was very useful to apply our knowledge acquire in this

lesson!”.

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”.

*Para más información, contactar con la profesora:

*For further information, please contact with the teacher: Noelia Sánchez Casado

noelia.sanchez@upct.es