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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Bachelor in International Business3S1English
Professeur(s) responsable(s)T.MOUELLE

Pré requis

Students are best served by entering the course with a good basic knowledge of marketing and management

Objectifs du cours

At the end of the course, the student should be able to:
- Explain what is a customer-centric enterprise
- Outline the process of selling and buying in the B2B marketplace
- Effectively link strategies and the sales role, within the context of a CRM-enabled enterprise
- Create an effective organizational design for the sales force
- Describe the strategic role of information in sales management, especially in driving sales quotas
- Understand performance issues for salespeople: motivation, personal characteristics and aptitude, recruitment and selection, training and development, compensation options, and evaluation metrics

Contenu du cours

1 - Introduction to Sales Management in the 21st Century
2 - The Process of Buying and Selling
3 - Linking Strategies and the Sales Role in the Era of Customer Relationship Management
4 - Organizing the Sales Effort
5 - The Strategic Role of Information in Sales Management
6 - Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
7 - Salesperson Performance: Motivating the Sales Force
8 - Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
9 - Sales Force Recruitment and Selection
10 - Sales Training: Objectives, Techniques, and Evaluation
11 - Salesperson Compensation and Incentives
12 - Cost Analysis
13 - Evaluating Salesperson Performance

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class24,00  
Independent work
Reference manual 's readings15,00  
Independent study
Estimated personal workload15,00  
Group Project12,00  
Charge de travail globale de l'étudiant76,00  

Méthodes pédagogiques

  • E-learning
  • Seminar
  • Project work
  • Interactive class


This course is conducted in a "seminar" style, meaning that classes will normally include a combination of instructor-led discussions related to the reading material, combined with in-class application cases. Because the textbook and related PowerPoint notes serve as an important "springboard" for further discussion, classroom presentations by the professor will not be a mere rehash of the text material but will instead use it as a platform on which to build a deeper dialogue. This type of course requires that each day, every student come to class fully prepared to discuss the material that is relevant for that class period and also to participate in any in-class team breakouts. In order to succeed in this course format, each student must be willing to contribute his/her ideas to the class discussion. I may call on you in class for feedback, so it is very important that you be prepared for the day's assignments.

Type de ContrôleDuréeNombrePondération
Continuous assessment
Final Exam
Written exam2,00130,00
Case study1,50440,00
TOTAL     100,00


  • Sales Force Management - Mark W. Johnston and Greg W. Marshall

    10th ed., published by McGraw-Hill/Irwin.

* Informations non contractuelles et pouvant être soumises à modification
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