Sales Force Management 2600-MSMdz2zmZSS
Due to the relatively little available literature on the subject, it will be crucial to present basic theoretical knowledge and verify it through the prism of business practice. Hence both the case analysis and the presence of business practitioners as guest speakers. Techniques and decision-making procedures used in organizing the sales department, determining the number of salespeople and sales territories, and shaping the motivation system and controlling the work of salespeople will be presented.
Course coordinators
Type of course
Mode
Learning outcomes
Full understanding of the role of the specifics of managing the company's sales department.
Assessment criteria
Project presentation – case study/activity and attendance at classes
Bibliography
Basic literature
Cybulski K., Management of the company's sales department, PWN, Warsaw 2004, 2010.
Cybulski K., The phenomenon of seller fluctuations in the light of empirical research, Ed. Scientific Department Management University of Warsaw, 2013.
Additional literature
Steward G., Effective sales management, Ed. Prof. Business Schools, Kraków 1995
Tracy B., Scheelen M. F., Modern sales manager, Muza S.A., Warsaw 2000
Zoltners A.A., Sinha P., Lorimer E.S., Increasing the efficiency of the sales department, Oficyna Ekonomiczna, Kraków 2005