BERGAMO
Dati Generali
Periodo di attività
Syllabus
Obiettivi Formativi
The aim of this course is to introduce and provide a comprehensive review of retailing and sales. Upon the completion of the course, students will have knowledge of both the theoretical background and the main practices related to retailing management and sales management in various business contexts.
Students will acquire a holistic skillset for appreciating and being able to fully comprehend and appropriately utilize the retail and sales environment, while acknowledging the different sales strategies that can be implemented. Students will also amass the skills required to manage retail operations and plan, manage and control sales in various business contexts.
Adopting these skills requires an analytical and result-oriented mind set as well as creative ability to identify key customer and competition forces and take advantage of them.
Prerequisiti
None is mandatory. A good knowledge of general marketing is appreciated.
Metodi didattici
This course is based on a group-learning approach which requires cooperation among students and individual commitment. The aim of this course is to improve students’ cognitive abilities, critical evaluation of the given task and ability to work with others. Flipped teaching is also employed in this module.
Students are required to:
- Attend at least 75% of the classes in order to participate actively in the group work and business testimonials, in order to put into practice the knowledge acquired
- participate actively in class case study discussions and general discussions in order to engage with the collective learning process
- read papers in advance and contribute to the discussion at the end of students’ presentations;
- develop case study material in groups and submit it for review to further develop and evidence the skills related to the topics
Verifica Apprendimento
Attending students: 80% group/individual assignments throughout the duration of the course + 20% exam (15 multiple choice questions on the topics covered in the course)
Non-Attending students: 100% exam consisting of 3 open-ended questions + 15 multiple choice questions (based on the books of the course)
The teaching staff reserve the right to request an additional oral interview, even after the written test, if this is deemed necessary for the purposes of verifying the effective acquisition of the knowledge and skills required by the educational objectives of the course and the correct attribution of the evaluation.
Rounding rule: The final average grade will be rounded to the nearest whole number. If the decimal portion is less than 0.5, the grade will be rounded down. If the decimal portion is 0.5 or greater, the grade will be rounded up.
Contenuti
The course comprises of lectures, independent work and group assignments on the basic principles and real-life cases relating to the role and the function of a retail or a sales manager.
By leveraging this managerial perspective, the course provides students with a holistic and real-life view on the following key aspects: retail strategic planning; retail operations management; retail supply chain; ethical behaviour in retail; merchandise buying; retail pricing; sales settings; ethical issues in sales; personal and relationship selling; direct and online sales; sales control, budgeting and evaluation.
Students will present their assignment solutions and discuss the practical managerial implications, while getting feedback from peers, course staff and marketing practitioners.
Altre informazioni
Course attendance is not compulsory but highly recommended.