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. The school is committed to providing high-quality education and research opportunities to its students.

Programs Offered

• Management Courses
• Economics Courses
• Policymaking Courses
  • MBA - Basic courses
  • Strategy courses
  • MBA- Marketing
  • MBA - Operations and Supply Chain
    • Supply chain management
    • Procurement and contracts
    • Project management
    • Revenue management and pricing
    • Quality management
    • Game theory for managers
    • Service management
    • Product development management
    • Electronic commerce
    • Operation strategy
    • Sales and retail management
    • Platform business models
    • Digital transformation
    • Data-driven business management
    • Business rights
    • Research methods in management
  • MBA - Finance
  • MBA- Technology
  • MBA - Human Resources
  • MBA - Information Systems

Sales and Retailing Management Course

Objective

The objective of this course is to familiarize students with various methods and skills of sales management and organizing sales departments in companies. Additionally, specific topics and techniques related to retailing will be covered.

Specific Objectives

• Familiarization with methods, approaches, techniques, skills, and latest developments in sales management
• Familiarization with different methods and practical experiences in organizing and developing sales organizations
• Familiarization with methods, techniques, skills, and latest developments in retailing and managing online and offline retail stores

Course Outline

• Introduction to sales management and its position in the overall marketing management process
• Definitions, approaches, and strategies of 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 establishing retail stores
• Familiarization with contracts and legal issues of retail store management and franchise models and contracts
• Customer relationship management in the retail world

References

• 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). Retail management. New York: McGraw-Hill/Irwin
• Dunne, P. M., Lusch, R. F., & Carver, J. R. (2013). Retailing. Cengage Learning

Research Areas

The Graduate School of Management and Economics at Sharif University of Technology is involved in various research areas, including:

• Selected Papers
• GSME Seminars

People

The school has a diverse range of faculty members, alumni, and students, including:

• Faculty
  • Management Faculty
  • Economics Faculty
  • Policymaking Faculty
• Ph.D. Alumni
  • Alumni Management
  • Economics Alumni
  • Policymaking Alumni
• Ph.D. Students
  • Management Students
  • Economics Students
  • Policymaking Students
• Staff

Executive Education

The school offers executive education programs to provide professionals with the latest knowledge and skills in management and economics.

Affiliated Centers

The school has several affiliated centers, including:

• GSME Data Analysis Center
• Ayar School
• Digital Innovation and Transformation Research Center