The specific availability for this course is not currently known. If you would like to know if this course will be offered during your session, please contact us.
OBJECTIVESTo introduce students to the organizational aspects of a sales structure.
COURSE DESCRIPTIONPlanning the sales network. Size, education and motivation of sales force. Own and shared sales network. Direct sales. Pyramid sales networks.
BIBLIOGRAPHYSTAFFORD, C.G.: Manual del Director de Ventas. STERNE, J.: World Wide Web Marketing.
METHODOLOGYInteractive classes: the professor will propose various topics and ask the students their opinion; the class will come to a synthesis which defines the concepts dealt with in each class. Students will do practical exercises.
EVALUATIONExam on the topics approached in class. Practical exercises.
Download course description here in Acrobat PDF Format Adobe Acrobat Reader is needed to download this file
