Sales Management (5 cr)
Code: KH00BF28-3002
General information
Enrollment
02.12.2019 - 31.01.2020
Timing
23.01.2020 - 07.05.2020
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
-
PMYYNS18Myyntityö
-
LEMMODYRMYMyynninJohtaminenPMYYNS18LEMMODYRMYMyynninJohtaminenPMYYNS18
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
Teaching methods
Lectures, litterature, refering texts (2-3- pages, word), team work.
Exam schedules
Wrap up 9.4., exam 16.4. and reflection 23.4.
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
On Tuesday mornings 8-10, except one full Tuesday in Helsinki with Academic work.
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
Evaluation scale
H-5