5870 Personal Selling and Sales Management
Zoran Latinovic, M.B.A.,Ph.D.
Contact details
Weekly hours
Language of instruction
02/16/22 to 02/20/22
Registration via LPIS
Notes to the course
Day Date Time Room
Monday 04/04/22 04:00 PM - 06:30 PM TC.2.03
Friday 04/08/22 04:00 PM - 06:30 PM TC.5.01
Tuesday 04/26/22 04:00 PM - 06:30 PM TC.4.03
Monday 05/09/22 04:00 PM - 06:30 PM TC.2.03
Friday 05/13/22 04:00 PM - 06:30 PM D5.1.001
Monday 05/16/22 04:00 PM - 06:30 PM TC.2.03
Monday 05/23/22 04:00 PM - 06:30 PM TC.2.03
Friday 06/03/22 04:00 PM - 06:30 PM TC.5.01
Friday 06/10/22 04:00 PM - 06:30 PM TC.5.01

This course provides students with a fundamental understanding of different facets of personal selling and sales management while integrating theoretical and managerial perspectives. The focus of the course is on the selling behaviors, as drivers of salesperson performance, and salesperson performance along its two dimensions, behavior and outcome salesperson performance.

The course covers topics:
• Selling process. Customer Relationship Management (CRM). Sales force organization
• Salespeople and personal selling techniques. Selling and ethics. Communication and presentation
• Sales management. External and internal environmental factors in managing sales. Sales control systems. Sales leadership
• Salesperson performance. Salesperson motivation
• Salesperson compensation and incentives. Evaluating salesperson performance
• Salesperson recruitment and selection. Sales training
• Planning and managing your sales career

Learning outcomes

Upon successful completion of this course, students should learn and have insights on:
• a better understanding of a B2B selling process and its stages
• examining salesperson from both personal and organizational context
• how to use wittingly appropriate personal selling techniques during the selling process
• identifying key concepts of selling behaviors and other drivers leading to salesperson performance
• evaluating salesperson performance from a sales managerial perspective
• improving communication and presentation skills in a sales project context
• sales research
• sales career potentials

Attendance requirements

Students are expected to attend all the sessions. In-class attendance (minimum 80%) is mandatory throughout the course.

Teaching/learning method(s)

The course combines interactive lectures, recommended readings, class discussions, teamwork assignments with student presentations, and distinguished guest speakers’ participation. Our guest talks have involved so far renowned academics and bestselling authors from MIT Sloan School of Management and Harvard Business School, and worldwide sales executive leaders from IBM, Dell Technologies, and Forrester, among others. The course will use case studies, leadership challenges, and stories adaptable to contemporary organizational contexts and applied examples. The covered topics will provide a knowledge base that will allow students to participate in the course projects. The course is held in English and also emphasizes teamwork in groups.


Total: 100 points
In-class participation: 20 points
Final exam: 30 points
Projects: 50 points (mid-class project 20 points + final project 30 points)
To successfully complete the course, students need 60 points as a minimum.

• 90 pts-100 pts: 1
• 80 pts-89 pts: 2
• 70 pts-79 pts: 3
• 60 pts-69 pts: 4
• less than 60 pts: 5 (fail)


Procedure for the course in case of limited activity on campus:
The course is designed for in-person instruction. In case of limited activity on campus and depending on the type of limited activity, the course will offer a hybrid model (combined in-person and remote instruction) or remote model of instruction.

Last edited: 2022-03-29