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Center
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| Student Information Service-Master |
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Departament
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| Marketing and Market Research |
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Lecturers in charge
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| H4377 - INES KUSTER BOLUDA |
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Met. Docent
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| Attendance of theoretical classes and active participation in the practical lessons |
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Met. Avaluació
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| Final examination and project work |
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Bibliografia
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Küster, Inés y Román, Sergio (2006). Venta personal y dirección de ventas. Thomson. Madrid
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Continguts
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| Development of sales management issues such as sales process, sales department organization, sales share assignment, etc. Analysis of selection, development + motivation and sales staff remuneration system process. The subjectÆs program is the following: 1. Sales process. 2. Sales department organization. 3. Territories and sales share. 4. Salesman output model. 5. Recruitment and selection of sales staff. 6. Development and motivation of salesmen. 7. Remuneration and bonus system. 8. Sales research as sales succes main element. 9. Customer touch and product presentation. 10. How to answer back objections and make the sale closing. For further information please check: www.uv.es/economia |
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Objetius
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URL de Fitxa
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