Excellence in
Management
Education

Title
MBA 2012 Sales Management
Contacts hour per week
2.0
Lecturer
Jensen, Ove
Language
Content
Designing the sales channel architecture
Designing the salesforce structure
Sizing the salesforce
Deploying sales resources
Leading salespeople
Managing accounts and customer relationships
Acquiring new business
Handling customer encounters
Prerequisites
Core course marketing and intermediate maths (derivatives of cost and revenue functions, maximization of objective functions)
Course description
Sales is the eye of the needle that all the firm's offerings have to go through. In the context of a business administration curriculum, many courses are mainly about administration. In contrast, this course is truly about doing business - because nothing happens in business unless somebody sells something. The course adopts a value-based marketing perspective and systematically discusses how revenues and sales efficiency can be increased.
Teaching methods
Lectures & discussions (80 %), guest speakers (20%)
Theories
Transaction cost theory, response models, decision calculus
Literature
Course package (includes lecture slides and selected articles)
Further literature
    Futrell, Charles M. (2009): Fundamentals of Selling: Customers for Life Through Service, McGraw-Hill: New York. Rackham, N. (1996): SPIN Selling, Gower: New York. Rackham, N. (1999): Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value, McGraw-Hill: New York. Zoltners, A., Sinha, P., and Lorimer, S. (2009): Building a Winning Sales Force, Amacom: New York.
Method of examination
Final exam (50 %), case studies (50 %)