Sales ManagementLaajuus (5 cr)

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

courseUnit.toTranslate

boolean

courseUnit.languageValidated

boolean

courseUnit.toContentValidation

boolean

courseUnit.contentValidated

boolean

courseUnit.code

KH00BF28

courseUnit.name

Sales Management

courseUnit.type

COURSE_UNIT

courseUnit.state

ACTIVE

Credits

5

courseUnit.minCredits

5

courseUnit.maxCredits

5

courseUnit.educationPay

boolean

courseUnit.minOptionalityCredits

5

courseUnit.maxOptionalityCredits

5

courseUnit.modifiedBy

22547

courseUnit.organization

peppi

courseUnit.thesisBelongs

boolean