Sales Management Main Features

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1 Sales Management Main Features Optional Subject (4 th Businesss Administration) Second Semester 4,5 ECTS Language: English Professor: Noelia Sánchez Casado

2 Objectives

3 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.

4 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. Description

5 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

6 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%)

7 Zoho CRM Project: some examples from students projects

8 Sports Zoho CRM Project: some examples from students projects

9 Sports Zoho CRM Project: some examples from students projects

10 Publishing House Zoho CRM Project: some examples from students projects

11 Perfumery Zoho CRM Project: some examples from students projects

12 Software Zoho CRM Project: some examples from students projects

13 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.

14 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.

15 Student s Opinions about the Subject (2014/2015) The Zoho CRM project was very useful to apply our knowledge adquire 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.. *For further information, please contact with the teacher: *Para más información, contactar con la profesora: Noelia Sánchez Casado

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