The goal of Sales Management and Professional Selling is to provide students with the knowledge and skills that businesses need to win customers and grow in an increasingly complex business environment. It will address the following key issues:
- The role of the commercial function within the company, as a function and as specific roles, as it evolves towards an even greater contribution to the elaboration of the company's strategy, not just to its implementation
- The design of a commercial structure, as its responsibilities are increasingly customer-centric and oriented towards creating value for the company and for the customer
- The skills of sales people resources and their management, increasingly holistic and oriented towards building partnerships with customers rather than individual sales transactions
- The compensation systems, performance analysis and planning cycle, increasingly based on measurements, analysis and forecasting methods