Sales and relationship marketing

06-333  Sales and relationship marketing

first cycle academic study programme (Bachelor degree) Management

Course Supervisor: Assist. Prof. Armand Faganel


Course purpose

  • Student will be able to plan sales processes and develop relationship marketing between organisations.

Content (Syllabus outline)

  • The relational model of sales and sales management
  • Creating value in vendor-customer relations
  • Search for customers and sales planning
  • Communicating sales message
  • Completing sales and post-acquisition monitoring
  • The success of the sales staff - behaviour, motivation and perception of roles
  • Acquisition, selection and training of sales staff
  • The remuneration and performance evaluation of sales staff

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