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Programme:

Professional Sales Management

Specialization Professional Studies
Study Cycle: Second Cycle (Postgraduate)
Faculty: Business and Economics
Programme Code: N-SPEC-PSM
Academic year: 2017 / 2018
Title: Professional Sales Management Specialist
ECTS: 60 (1 year) Accrediation

This study program with 60 ECTS is designed for students who are interested in having a career in retail sales and sales management. The study program addresses how to manage the sales staff in retail sales and sales in general in order to maximize the total sales. The focus is placed on managing retail sales personnel and sales business-to-business (instead of costumers).
The program uses form-based discussion and requires the active participation of students in each hour. The topics included in this study program are as follows: creating value in the sales-buyer relationship, negotiating for win-win solutions, completing the sales, and motivating, compensating, and training of personnel in retail and sales. The student will need to develop a competence in professional approaches, discussions and presentations, as well as techniques for retail/sales management through the use of case studies and through the practical experience gained during the practice period in companies.
To achieve this, the professional study program is structured to help students achieve these goals after completing the studies:
1. To develop in-depth understanding of the tools and techniques used today in retail selling and selling.
2. To understand the basic functions of personnel management for retail and sales as well as theories and concepts for adequate management of retail or sales functions, to achieve marketing goals of the company.
3. To improve student critical thinking, presentation and communication skills through discussion and questions in the given cases, and tasks preparation.
4. To improve problem solving skills through the application of case studies and theoretical concepts and practical work experience in companies in practical business situations.
5. To build the student's ability to work on team-based management systems and to facilitate the team skills needed to succeed in retail sales and sales.

Studying professional sales management allows you to develop skills that will lead to more career opportunities. It will also help you in broadening your professional network, countinue learning and growing professionally. This study programme gives you a wide range of employment opportunities in any kind of businesses whether that is retail or sales, small or big company.

Knowledge and understanding

Students will demonstrate a thorough understanding of the structure and internal turnover of logistics and of supply chain management of businesses and enterprises, which can be from small to multi-national businesses. They will also be able to understand the relationship between the organizational and economic environment and the external market. In this way, students will manage to understand how management decisions will have effect on relevant stakeholders both inside and outside the firm.

Applying knowledge and understanding

Students will be able to integrate and apply the tools and techniques of business logistics and supply chains, and by calling their wide knowledge to the major business functions (strategy management, accounting, finance, marketing, operations management, Information systems) for analyzing and solving complicated business problems in logistics and supply chains and making decisions that will have positive effects on the firm.

Making judgement

Students will be able to make an assessment on the basis of their in-depth knowledge in modern business analytical tools and critical thinking in logistics and supply chain problems from different angles.

Communication skills

Students will be able to demonstrate micro-social skills, leadership and presentation skills needs for long-term career success. These reflect the assessment, communications, effective presentation, and collaboration within the organization.

Learning skills

The student will be able to acquire skills to recognize personal needs for further knowledge acquisition and skills for independent action while acquiring new knowledge and new skills in social frameworks;
The student will also acquire skills to take responsibility for further development and professional training.

Semester 1

  • [SPSM-0101] [6 ECTS] Organizational Development and Growth
    Course objectives: To prepare students with basic theories of growth and development and the way how to "deal" with them for a more effective implementation in the system. Also emphasis will be placed on organizing and functioning of institutions of the economic system that are responsible for growth and development policies. The efficient and effective way of functioning of these institutions in designing the policies of growth and development and in their implementation and monitoring their effects is important for continuous improvement of the system.
  • [SPSM-0102] [6 ECTS] Logistics Management
    By adopting the knowledge given in this course, students will: - To understand the conceptual determination, meaning and content of logistics and supply chain management; - To apply the acquired knowledge; - To identify key elements of supply chain management and their linkage to chains of additional value creation in manufacturing and value networks; - To use potentials of information systems to support the supply chain management and chain of additional value creation in production; - To understand the forecasting methods and apply them when forecasting the demand; - To know and apply inventory and procurement management methods.
  • [SPSM-0103] [6 ECTS] Marketing Management
    The course will prepare students to use and manage the four P's in an organization or company, in order to be able to design marketing optimal elements such as product, pricing, promotion and distribution methods that companies face. As an important marketing solution it involves careful analysis of the situation, intelligent use of research as well as marketing principles. The purpose of the course is to understand the complexity of marketing management decisions within the analysis of markets, clients, competition and the integration of concepts with the initial marketing plan.
  • [4 ECTS] Elective course
    • [ESPSM-01] Management of Sales and Retail Trade
    • [ESPSM-02] Identifying the Client
    • [ESPMS-03] Planning and Preparation for Sale and Retail Trade
    • [ESPSM-04] Communication Management
    • [ESPSMS-05] Sales Price Calculation
    • [ESPSM-06] Practical Internship
    • [ESPSM-07] Entrepreneurship and Innovation Management
    • [ESPSM-08] Human Resources Management
    • [ESPSM-09] Quality Management and Performace
  • [4 ECTS] Elective course
    • [ESPSM-01] Management of Sales and Retail Trade
    • [ESPSM-02] Identifying the Client
    • [ESPMS-03] Planning and Preparation for Sale and Retail Trade
    • [ESPSM-04] Communication Management
    • [ESPSMS-05] Sales Price Calculation
    • [ESPSM-07] Entrepreneurship and Innovation Management
    • [ESPSM-08] Human Resources Management
    • [ESPSM-09] Quality Management and Performace
  • [4 ECTS] Elective course
    • [ESPSM-01] Management of Sales and Retail Trade
    • [ESPSM-02] Identifying the Client
    • [ESPMS-03] Planning and Preparation for Sale and Retail Trade
    • [ESPSM-04] Communication Management
    • [ESPSMS-05] Sales Price Calculation
    • [ESPSM-06] Practical Internship
    • [ESPSM-07] Entrepreneurship and Innovation Management
    • [ESPSM-08] Human Resources Management
    • [ESPSM-09] Quality Management and Performace

Semester 2

  • [SPSM-0201] [6 ECTS] Accounting Finance
    The course will enable students to develop specific skills for adequate application of theoretical knowledge of financial accounting through accounting application software in accordance with the law on accounting and accounting standards which is in force in the Macedonian legislation. The course will also enable training of students for a significant application of accounting software as an ancillary device for managing accounting evidence for micro, small and medium business entities in the Republic of Macedonia. Preparation of all necessary financial and material documents in the day-to-day business activities of the subjects, quick compilation of financial reports and finalization of the annual accounts of the TC for the internal and client needs, and also for the needs of Central Registry and DPR in the Republic of Macedonia. Students from this subject will gain opportunities to be closer to self-employment through creating their own accounting office or to manage the financial accounting of their family businesses. Realizing these goals increases student attributes and makes them more competitive in the labor market.
  • [SPSM-0202] [6 ECTS] Supply Chain Management
    Course objectives: Students will gain knowledge about the entire process of managing the supply chain, starting from raw material to final product; analysis of concrete logistical situations, diagnosing problems in the supply chain and providing alternative solutions for dealing with these problems; application of the SCOR model; Identifying the main elements of supply chain management and their linkage with the chain of additional value creation in manufacturing and value networks; application of information technologies for integration and logistics management; Interaction between the internet and supply chain management.
  • [SPSM-0203] [4 ECTS] Professional Thesis
    This represents a work activity and preparation of professional work in a relevant field. Students are required to complete a thesis related to their studies, to outline the structure, to do some research and develop the methodology for their professional thesis.
  • [4 ECTS] Elective course
    • [ESPSM-01] Management of Sales and Retail Trade
    • [ESPSM-02] Identifying the Client
    • [ESPMS-03] Planning and Preparation for Sale and Retail Trade
    • [ESPSM-04] Communication Management
    • [ESPSMS-05] Sales Price Calculation
    • [ESPSM-06] Practical Internship
    • [ESPSM-07] Entrepreneurship and Innovation Management
    • [ESPSM-08] Human Resources Management
    • [ESPSM-09] Quality Management and Performace
  • [4 ECTS] Elective course
    • [ESPSM-01] Management of Sales and Retail Trade
    • [ESPSM-02] Identifying the Client
    • [ESPMS-03] Planning and Preparation for Sale and Retail Trade
    • [ESPSM-04] Communication Management
    • [ESPSMS-05] Sales Price Calculation
    • [ESPSM-06] Practical Internship
    • [ESPSM-07] Entrepreneurship and Innovation Management
    • [ESPSM-08] Human Resources Management
    • [ESPSM-09] Quality Management and Performace
  • [6 ECTS] Free elective course
    • [MFE01] Rhetoric
    • [MFE02] Multilingualism and multiculturalism
    • [MFE03] Selected Advanced Topics in IT Applications for Preparing a Scientific Paper
    • [MFE04] Selected Advanced Topics in Applications for Statistical Data Processing
    • [MFE05] Professional Communication
    • [MFE09] Labor Market
    • [MFE08] Methodology of Teaching
    • [MFE10] Philosophy of Social Sciences
    • [MFE11] Project Management
    • [MFE12] Optimization Methods
    • [MFE13] Ethical and Legal Issues in Information Technology (IT)
    • [MFE14] Protection of Human Rights
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