Sales Management in AgustaWestland |
The helicopter industry, few players, a supply driven market. Civil and military customers approach to market. Behaviour patterns that are typical for different segments of buyers.
Government to Government agreements: the US strategy for military exports. Offset plans, technology transfers, production under licence as part of sale proposals. Regulations on exports of US technology and military systems or components. Marketing and Sales Engineers as a key supporting tool for sales. |
Sales Management Course |
The Sales Management Course aims to outline the importance of selling and sales management, a vital aspect of marketing that in the past few years have been somewhat neglected. The disruptive use of new media (internet – mobile platform – social media – e-commerce channels) has put sales and selling again in a focal stage. This management process will be explained and documented from the theoretical and practical viewpoints. The Course covers five main aspects: Sales Perspectives, Sales Environment, Sales Technique, Sales Management and Sales Control.
Other important issues include: |
Contacts |
Prof. Simonetta Pattuglia Email: pattuglia[at]economia.uniroma2.it Office Hours: Wednesday – 4:00-5:00 pm (to be weekly checked on the Faculty’s website) Office Location: Building B, Room No.52 (First floor) |
Dott. Michela Mingione email: mingione[at]economia.uniroma2.it |