Learning objectives
The course aims to provide, taking into account the different importance companies give to distribution and marketing depending on company size and the sector, the elements for the formulation of plans and sales programs and the tools for their systematic monitoring, with particular reference to short term scenarios.
Prerequisites
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Course unit content
Starting with a discussion of the concept of cost and analytical accounting, the course identifies the organizational and managerial value of mechanisms for management control, visualising the specificity and highlights that can be found from this, particularly in the sales function.
Full programme
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Bibliography
The reference text for the exam is: GARRISON R. e NOREEN E., Programmazione e controllo (managerial accounting per le decisioni aziendali), McGraw- Hill, Milan, 2004. Teaching material provided by the lecturer. <br />
Additional recommended reading: Mio, C. Il controllo di gestione della funzione vendita, Milan: ETAS Libri, 1990. <br />
Teaching methods
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Assessment methods and criteria
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Other information
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