Trade marketing and sales management
This course is part of the degree programme in International management
|Course||Trade marketing and sales management||Credits||9|
|Professor||prof. Elisa MARTINELLI|
Brief content description
The course describes the ways in which marketing functions are distributed within distribution channels and the interaction within channel actors in an international context. Specifically, the course discusses supplier-retailer relationships in a Trade Marketing perspective (planning and tools) and the consequent strategic and managerial implications. Category Management, co-packing and co-marketing issues are analysed. Exclusively for the students of the International Marketing second level degree course (the study program of the students enrolled in the DCI degree do not include these last 3 credits) attention is put on the evolution of the salesman's role, sales process and sales management, in a relationship marketing view. Students will be provided with a skillful knowledge about the relationship selling framework and models of analysis, management and techniques to manage the salesforce.
How to apply for a single course
please refer to Secretarial Office (italian website)