Module 6 - Roma

Sales Management II

This course follows the first sales course (Sales Management I in module 2) and presents conceptual models, managerial methods, practical tools, and real world examples concerning some key sales management decisions in B2B relationships. Main topics explored are: designing and aligning the sales force organization with the marketing strategies; designing and managing an effective compensation plan to motivate sales people and to drive their performances; key account management programs that work: challenges and key contents in segmentation, organization, and planning.

Price Strategy and Management

Consumers and customers perceive price as value for money. This course addresses strategic and tactical issues related to the company's pricing policy and to the customer's perception of price: how to set prices on a product for the first time, how to modify a product's price over time and space to meet varying circumstances and opportunities, how to initiate and respond to price changes.