Study Guide

Objective

The student is capable:
- 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

- utilize needed methods and tools needed in all steps of sales process

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

Location and time

Fall semester 2018, Sepänkatu Campus

Materials

Tanner, Honeycut, Erffmeyer: Sales management, Pearson (2014)
e-book Chapters 1-15

Teaching methods

Book exam. No lessons.

Completion alternatives

None

Further information

Part of the Sales Semester

Evaluation scale

H-5