(1) GENERAL INFORMATION
SCHOOL OF ECONOMIC AND MANAGEMENT STUDIES
DEPARTMENT OF BUSINESS ADMINISTRATIONS
LEVEL OF STUDY (BSc/MSc)
SALES MANAGEMENT AND CUSTOMER RELATIONS
INDEPENDENT TEACHING ACTIVITIES
WEEKLY TEACHING HOURS
Add rows if needed. The teaching organization and teaching methods used are described in detail in (d).
general background, special background, general knowledge specialization, skills development
LANGUAGE OF TEACHING and EXAMS:
IS THE COURSE OFFERED TO ERASMUS STUDENTS
ELECTRONIC COURSE PAGE (URL)
(2) LEARNING OUTCOMES
The learning outcomes of this course, knowledge and skills that will be gained, and abilities of an appropriate level that students will acquire after the successful completion of the course.
Refer to Appendix A.
Sales are the most important function of the business, because not only the profitability, but the viability of the Enterprise depends on the sales volume.
The course aims at the student's understanding initially the function of sales, but also the Role of Sales in the context of Marketing Strategy.
The operation of sales concerns not only the development of the company's strategy at the level of sales network development, but also the development of skills at the level of the sales department's personnel. For this reason, sections of the course concern Personal Sales, Recruitment, Selection and Recruitment of Sellers, Salespeople Training, as well as Incitement and Remuneration of Sellers.
At the same time, customer relationship management is particularly important in the field of sales, because it is directly linked to customer satisfaction and customer loyalty.
The final goal of the course is for students to be able, in terms of sales operation, to plan, to organize, to set goals, to forecast and perform a cost of sales analysis.
Taking into account the general skills that the graduate must have acquired (as they are listed in the Diploma Supplement and are listed below) which of the following is the aim of the course ?
Search, analysis and synthesis of data and information, using the necessary technologies
Adaptation to new situations
Working in an international environment
Work in an interdisciplinary environment
Production of new research ideas
Project design and management
Respect for diversity and multiculturalism
Respect for the natural environment
Demonstration of social, professional and moral responsibility and sensitivity in gender issues
Exercise criticism and self-criticism
Promoting free, creative and inductive thinking
ü Search, analyze and synthesize data and information, using the necessary technologies
ü Adapting to new situations
ü Independent work
(3) COURSE CONTENT
The modules of the course include:
(4) TEACHING AND LEARNING METHODS - EVALUATION
USE OF INFORMATION AND COMMUNICATION TECHNOLOGIES
Use of ICT in Teaching and internet communication with the students.
The teaching methodologies are described in detail.
Lectures, Seminars, Laboratory Exercise, Field Exercise, Bibliography study & analysis, Tutoring, Internship (Placement), Clinical Exercise, Art Workshop, Interactive teaching, Study visits, Study work, artwork, creatio, etc
Indicate the student's study hours for each learning activity as well as the non-guided study hours according to the ECTS principles
Description of the evaluation process
Assessment Language, Assessment Methods, Formative or Concluding, Multiple Choice Test, Short Answer Questions, Essay Development Questions, Problem Solving, Written Assignment, Report / Report, Oral Examination, Public Presentation, Public Presentation, Others
Explicitly defined assessment criteria are stated and if and where they are accessible to students.
Final written exams and optional Assignments during the semester
Sales Management: Strategic approach
Book Code in Eudoxus: 94702446
Edition: FIRST EDITION/2020
Authors: SAMANTA IRINI, KARNACHORITE DIMITRIOS
Testator (Publisher): EVGENIA AST.BENOU
Effective sales organization & management
Book Code in Eudoxus: 68394599
Authors: Avlonitis I.G., Stathakopoulos M.B.
2nd edition Year Run. Version: 2017
UNIBOOKS IKE Publications
Tying Soft Cover / Dimensions: [17 x 24]
Number of Pages: 576
Testator (Publisher): UNIBOOKS PC
Book Code in Eudoxus: 86056207
1st edition Year of Current Edition: 2020
Tying: Soft Cover Dimensions: [21 x 29]
Number of Pages: 704
Διαθέτης (Εκδότης): BROKEN HILL PUBLISHERS LTD
Management and organization of sales
Book Code in Eudoxus: 29496
Συγγραφείς: Stanton William J.,Buskirk Richard H.
Issue Number: 1st ed. Year of Current Edition: 1992
Tying: Soft Cover / Dimensions: [17 x 24]
Number of Pages: 284
Testator (Publisher): PAPAZISIS PUBLICATIONS S.A.
Type : Textbook