Program Overview

Introduction to Sharif University of Technology Graduate School of Management and Economics

The Graduate School of Management and Economics at Sharif University of Technology offers a range of programs in management and economics.

About the School

• The school has various departments, including management, economics, and policymaking.
• It has facilities such as department facilities, places, and IT.
• The school is administered by a team of faculty members and staff.

Education

• The school offers courses in management, economics, and policymaking.
• Specific courses include:
  • Management Courses
  • Economics Courses
  • Policymaking Courses
• The school also offers executive education programs.

Research

• The school conducts research in various areas, including management, economics, and policymaking.
• It publishes selected papers and holds seminars, including GSME seminars.

People

• The school has a faculty consisting of management, economics, and policymaking faculty members.
• It also has Ph.D. alumni and students in management, economics, and policymaking.
• The school is supported by staff members.

Affiliated Centers

• The school has affiliated centers, including:
  • GSME Data Analysis Center
  • Ayar School
  • هسته پژوهشی نوآوری و تحول دیجیتال (Innovation and Digital Transformation Research Core)

Programs

• The school offers various programs, including:
  • مدیریت کسب و کار (ارشد) (Master's in Business Administration)
  • دکتری اقتصاد (Ph.D. in Economics)
  • ارشد سیاست‌گذاری (Master's in Policymaking)
  • ارشد اقتصاد (Master's in Economics)

Course Details

مدیریت فروش و خرده‌فروشی (Sales and Retailing Management)

Objective

The objective of this course is to familiarize students with various methods and skills in sales management and organizing sales departments in companies. It also covers topics and techniques related to retailing.

Specific Objectives

• Familiarize students with methods, approaches, techniques, and latest developments in sales management.
• Introduce students to different methods and practical experiences in organizing and developing sales organizations.
• Cover methods, techniques, and latest developments in retailing and managing online and offline retail stores.

Course Outline

• Introduction to sales management and its place in the marketing management process.
• Definitions, approaches, and strategies for professional sales.
• Sales targeting.
• Individual and team sales tactics and skills.
• Motivational systems in sales management.
• Structure and organization of sales departments and development of sales organizations.
• Introduction to retail management and retail strategies.
• Analysis and selection of location for retail stores.
• Introduction to contracts and legal issues in retail management and franchise models.
• Customer relationship management in retailing.

Resources

• Homburg, C., Schäfer, H., & Schneider, J. (2012). Sales excellence: Systematic sales management. Springer Science & Business Media.
• Gupta, S. L. (2009). Sales and distribution management. Excel Books India.
• Spiro, R., Stanton, W. J., & Gregory, A. Rich (2003). Management of a Sales Force. Mcgraw-Hill/Irwin.
• Levy, M., Weitz, B. A., & Grewal, D. (2022). Retailing management. New York: McGraw-Hill/Irwin.
• Dunne, P. M., Lusch, R. F., & Carver, J. R. (2013). Retailing. Cengage Learning.