Syllabus overview (public)

× Note! You need to be authenticated to see more details about syllabi. If you have an ESCP Europe account please login.       Login
Programme Master in Management
Academic Year Academic Year 2020/2021
Module/course Code BX66
Delivery location Torino
Language English
Course type Elective courses 15h
Contact hours 15
ECTS M1 before 2020 2
ECTS M1 from 2020 2.5
Semester Spring
Module name Sales Management in F&B
Field (Discipline) Strategic Management


Module/course Summary

Sales results are for most Companies the critical factor to meet Company Budgets and Business Plans.

This is true both for Global Corporations and for newly created Start-up’s.

This course offers students the opportunity to understand the role of the Sales function in Food and Beverage Companies, study the theory and the scientific approach of the different Sales Models, and experience through role-plays, teamworks and case studies the different sales and negotiation techniques.