Trade marketing and sales management

This course is part of the degree programme in International management

General information

CourseTrade 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 subject course

Students can enrol in up to 3 subjects for each academic year, even if they are not enrolled in other study programmes in Italy or abroad.
Single subject enrolment