Class Sales Force Management

The Sales Force Management course aims to equip students of the Commercial Management program with the strategic and operational skills needed to manage sales teams and effectively implement commercial policies. This course focuses on understanding and applying key concepts, techniques, and tools used in sales force management, covering a wide range of topics, from recruitment, training, and motivation of salespeople to the planning and control of sales activities.

Not applicable

Introduction to Sales Force Management Recruitment and Selection of Salespeople Training and Development of Sales Teams Motivation and Retention of Sales Teams Planning and Control of Sales Activities Negotiation and Closing Sales Techniques Customer Relationship Management (CRM) Analysis of Key Performance Indicators (KPIs) Strategic Sales Planning Ethics and Responsibility in Sales Management

For the Sales Force Management course, three innovative methodologies are applied: Project-Based Learning (PBL): Students work on practical projects, such as creating sales plans and simulating team management, applying theoretical concepts to real-life situations. This methodology fosters practical skills, such as problem-solving and decision-making. Flipped Classroom: Students study theoretical content at home using digital resources, while class time is dedicated to practical activities, discussions, and clarifying doubts, encouraging active and applied learning. Real Case Studies: Analysis of company cases where students apply sales force management knowledge and commercial strategies, developing critical thinking and adaptability to different business contexts.

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