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Sales ManagementLaajuus (5 cr)

Code: KH00BF28

Credits

5 op

Objective

The student is able:
• to execute sales management
• to analyze problems related to sales management and to make decisions
• to organize sales functions, tasks and responsibilities
• to lead and train salespeople
• to evaluate and develop salespeople and sales functions

Content

• Alignment of the sales strategies with company and marketing strategies
• Organizing sales functions and sales channels
• Leading sales force
• Recruiting, rewarding and motivating sales force
• Training and developing sales skills
• Managing ethical issues related to selling
• Target setting and pipeline management
• Evaluating performance of the salespeople

Enrollment

01.06.2024 - 01.09.2024

Timing

02.09.2024 - 31.12.2024

Number of ECTS credits allocated

5 op

Mode of delivery

Contact teaching

Unit

Engineering and Business

Campus

Kupittaa Campus

Teaching languages
  • Finnish
Degree programmes
  • Degree Programme in Professional Sales
Teachers
  • Kai Schleutker
Groups
  • PMYYNS22

Objective

The student is able:
• to execute sales management
• to analyze problems related to sales management and to make decisions
• to organize sales functions, tasks and responsibilities
• to lead and train salespeople
• to evaluate and develop salespeople and sales functions

Content

• Alignment of the sales strategies with company and marketing strategies
• Organizing sales functions and sales channels
• Leading sales force
• Recruiting, rewarding and motivating sales force
• Training and developing sales skills
• Managing ethical issues related to selling
• Target setting and pipeline management
• Evaluating performance of the salespeople

Evaluation scale

H-5

Enrollment

04.12.2023 - 25.01.2024

Timing

03.01.2024 - 20.05.2024

Number of ECTS credits allocated

5 op

Mode of delivery

Contact teaching

Unit

Engineering and Business

Teaching languages
  • Finnish
Degree programmes
  • Degree Programme in Professional Sales
Teachers
  • Babi Lyrintzis

Objective

The student is able:
• to execute sales management
• to analyze problems related to sales management and to make decisions
• to organize sales functions, tasks and responsibilities
• to lead and train salespeople
• to evaluate and develop salespeople and sales functions

Content

• Alignment of the sales strategies with company and marketing strategies
• Organizing sales functions and sales channels
• Leading sales force
• Recruiting, rewarding and motivating sales force
• Training and developing sales skills
• Managing ethical issues related to selling
• Target setting and pipeline management
• Evaluating performance of the salespeople

Evaluation scale

H-5

Enrollment

02.08.2023 - 31.08.2023

Timing

01.09.2023 - 26.12.2023

Number of ECTS credits allocated

5 op

Mode of delivery

Contact teaching

Unit

Engineering and Business

Campus

Kupittaa Campus

Teaching languages
  • Finnish
Teachers
  • Babi Lyrintzis
Groups
  • PTUTAMS22
    PTUTAMS22
  • LEMMODYRMYMyynninJohtaminenPMYYNS18
    LEMMODYRMYMyynninJohtaminenPMYYNS18

Objective

The student is able:
• to execute sales management
• to analyze problems related to sales management and to make decisions
• to organize sales functions, tasks and responsibilities
• to lead and train salespeople
• to evaluate and develop salespeople and sales functions

Content

• Alignment of the sales strategies with company and marketing strategies
• Organizing sales functions and sales channels
• Leading sales force
• Recruiting, rewarding and motivating sales force
• Training and developing sales skills
• Managing ethical issues related to selling
• Target setting and pipeline management
• Evaluating performance of the salespeople

Evaluation scale

H-5

Enrollment

01.06.2023 - 04.09.2023

Timing

01.08.2023 - 31.12.2023

Number of ECTS credits allocated

5 op

Mode of delivery

Contact teaching

Campus

Lemminkäisenkatu

Teaching languages
  • Finnish
Degree programmes
  • Degree Programme in Professional Sales
Teachers
  • Arto Kuuluvainen
Groups
  • PMYYNS21

Objective

The student is able:
• to execute sales management
• to analyze problems related to sales management and to make decisions
• to organize sales functions, tasks and responsibilities
• to lead and train salespeople
• to evaluate and develop salespeople and sales functions

Content

• Alignment of the sales strategies with company and marketing strategies
• Organizing sales functions and sales channels
• Leading sales force
• Recruiting, rewarding and motivating sales force
• Training and developing sales skills
• Managing ethical issues related to selling
• Target setting and pipeline management
• Evaluating performance of the salespeople

Evaluation scale

H-5

Enrollment

01.06.2022 - 06.09.2022

Timing

01.09.2022 - 20.12.2022

Number of ECTS credits allocated

5 op

Mode of delivery

Contact teaching

Campus

Lemminkäisenkatu

Teaching languages
  • Finnish
Degree programmes
  • Degree Programme in Professional Sales
Teachers
  • Arto Kuuluvainen
Groups
  • PMYYNS20

Objective

The student is able:
• to execute sales management
• to analyze problems related to sales management and to make decisions
• to organize sales functions, tasks and responsibilities
• to lead and train salespeople
• to evaluate and develop salespeople and sales functions

Content

• Alignment of the sales strategies with company and marketing strategies
• Organizing sales functions and sales channels
• Leading sales force
• Recruiting, rewarding and motivating sales force
• Training and developing sales skills
• Managing ethical issues related to selling
• Target setting and pipeline management
• Evaluating performance of the salespeople

Evaluation scale

H-5

Enrollment

02.07.2022 - 23.09.2022

Timing

01.08.2022 - 20.12.2022

Number of ECTS credits allocated

5 op

Mode of delivery

Contact teaching

Unit

Engineering and Business

Campus

Kupittaa Campus

Teaching languages
  • Finnish
Degree programmes
  • Degree Programme in Professional Sales
Teachers
  • Arto Kuuluvainen
Groups
  • PTUTAMS21
  • LIPATMODMyynninjohtaminenjakehittäminen
    LIPAT Myynnin johtaminen ja kehittäminen

Objective

The student is able:
• to execute sales management
• to analyze problems related to sales management and to make decisions
• to organize sales functions, tasks and responsibilities
• to lead and train salespeople
• to evaluate and develop salespeople and sales functions

Content

• Alignment of the sales strategies with company and marketing strategies
• Organizing sales functions and sales channels
• Leading sales force
• Recruiting, rewarding and motivating sales force
• Training and developing sales skills
• Managing ethical issues related to selling
• Target setting and pipeline management
• Evaluating performance of the salespeople

Evaluation scale

H-5