Sales Management (5 cr)
Code: 3101107-3003
General information
Enrollment
02.12.2019 - 31.01.2020
Timing
13.01.2020 - 24.02.2020
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Sepänkatu
Teaching languages
- Finnish
Seats
5 - 20
Degree programmes
- Purchasing and Sales Management Programme
Teachers
- Jouko Broman
Groups
-
MHAMYS18
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.
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
Content scheduling
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.
Opintojakson sisältö
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
Evaluation scale
H-5