Sales Management (5 cr)
Code: KH00BF28-3003
General information
Enrollment
02.12.2020 - 31.01.2021
Timing
21.01.2021 - 30.04.2021
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
10 - 30
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Jouko Broman
Groups
-
PMYYNS19YRMYPMYYNS19yrmy
-
MODMyynninJohtaminenMODMyynninJohtaminen
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
Materials
Winnie-the-Pooh on management, Leading Performance, Working with Emotional Intelligence, Selling and Sales management (Jobber&Lancaster) etc.
Teaching methods
Lectures, litterature, refering texts (2-3- pages, word), team work.
Exam schedules
Wrap up exam 1 and reflection.
International connections
Innopeda principles applied
Completion alternatives
None. Lectures recommended. All given tasks need to be returned done By individuals and/or teams to Optima By given deadlines.
Student workload
Listen and learn, reading, refering the readings, team work and exam (about 3 working weeks).
Content scheduling
Group work on an american sales team. Evaluating the performance of the sales teams. Thereafter making an annual operating plan.
Self management and leading, Leadership - evaluating an unorganised manager: what goes wrong, how to correct the behavior. The six tasks of a manager, leading performance. Strategic sales management - leading a team.
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
Further information
Neill sales force data. Group work based on the given data.
Unorganised manager group reflections - if time allows.
Evaluation scale
H-5
Assessment methods and criteria
Annual Operatiing plan for the Neill Sales Force operating in North America.
Final Exam.