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
Jobber, D., Lancaster, G.: Selling and Sales Management, Pearson Education ltd.
Keki R. Bothe: Beyond Customer Satisfaction to Customer Loyalty (AMA)
Miller & Heiman: The New Strategic Selling (3rd Edition, Kogan Page)
Selling, Building Partnerships: Castleberry & Tanner. McCrawHill Education 9th Edition 2014

Teaching methods

Theory, case studies, role-plays, exercises, sales game, and presentations

Exam schedules

Sales Management: Final Exam November/December

International connections

Lecture, group work, flipping the classroom, learning check, RDI material, reading compreehnsion, case studies, role-plays, exercises, and presentations. Final exam

Completion alternatives

None

Content scheduling

Practice of theory and skillsets in real or simulated customer transactions to develop sales and sales management competences
Principles of selling Sales process
Different sales styles and customers
Law and Ethical issues
Sales skill development
Budgeting and forecasting
Sales Management
Sales tools and their utilization
Industrial, key account, service, B to B and service sales
Key Account Management

Further information

Part of the Sales Semester

Evaluation scale

H-5

Assessment methods and criteria

Lectures, group work, flipping the classroom, learning check, RDI material, reading compreehnsion, case studies, role-plays, exercises, and presentations. Final exam

Sales Methods & Tools assessment criteria:
Active participation, quality & quantity of the documents: 50%
Peer evaluation (in teamwork): 50%

Assessment criteria, fail (0)

Sales Management:
Less than 50 % contribution to all evaluation criteria ( Attendance and active participation, Learning checks and Final Exam)

Sales Methods & Tools:
Less than 50% contribution to evaluation criteria: attendance and active participation, teamwork.

Assessment criteria, satisfactory (1-2)

The student has basic an understanding of the sales processes and can perform act in these processes by having the required skillsets and methods. The student is capable to understand principles of sales management, selling and customer interaction and has practiced the required skillsets with different methods and tools in real or simulated customer transactions. Students active listening, sales planning, execution and management, prospecting, consultative selling, supervisory and presentation skills have developed. The student can utilize handling objections, negotiations, closing, obtaining customer commitment and after sales.

Assessment criteria, good (3-4)

The student has adequate understanding of the sales processes and can perform sales professional person in these processes, including b to b and industrial service business by having adequate skillsets and methods. The student is capable to perform as sales professional by utilizing different sales styles, skills and tools under different stages and types of sales processes to add value in international business. The student is capable to understand strategic and operational levels of selling, different customer behavior, importance of sales leadership, key account management and customer interaction and has practiced the required skillsets with different methods and tools in real or simulated customer transactions. Students active listening, sales planning, forecasting, budgeting, leadership, execution and management, prospecting, consultative selling, supervisory and presentation skills have developed to a good level. The student can utilize well handling objections, negotiations, closing, utilization of various sales methods and tools, obtaining customer commitment and after sales.

Assessment criteria, excellent (5)

The student has a good an understanding of the sales processes and can perform act as a valuable sales professional person in these processes, including b to b and industrial service business by having the good skillsets and methods. The student is capable to perform as value adding sales professional by utilizing different sales styles, skills and tools under different stages and types of sales processes to add value in international business. The student is capable to understand strategic and operational levels of selling, different customer behavior, importance of sales leadership, key account management and customer interaction and has practiced the required skillsets with different methods and tools in real or simulated customer transactions. Students active listening, sales planning, execution and management, prospecting, forecasting, budgeting, leardership, management, supervisory and presentation skills have developed to a good level. The student can master handling objections, negotiations, closing, utilization of various sales methods and tools, obtaining customer commitment and after sales.