Study Guide

Objective

After the course the student is capable to
- Lead sales processes
- Create and execute sales strategy as part of complete strategy
- Execute different parts of sales management, like prediction, budgeting and financial analysis
- Execute recruitment, training, evaluation and motivation of sales force
- Customer Relationship Management
- Macro and competitor analysis

Content

Content
- Development and execution of sales strategy and processes
- Recruitment, training, evaluation and motivation of sales force
- Sales Organization Structure
- Selection an utilization of sales channels
- Budgeting, forecasting and development of sales
- Customer Relationship Management

Materials

Videoseries "Unorganised Manager", Neill Sales Force data, PPT presentation materials at Optima. Literature used to make the lecture materials are:
Roger E. Allen: Puh on management, Järvinen, Rantala, Ruotsalainen: Performance Management; Daniel Goleman: Working with Emotional Intelligence; Keki R Bothe: Beyond Customer Satisfaction to Customer Loyalty; Miller & Heiman: The New Strategic selling; Castleberry & Tanner: Selling, Building Partnerships

Teaching methods

Lectures (be present), video tasks, leadership tasks, reading and verbal exam.

International connections

You may find the lecture and other materials (organizing video's excluded) at Optima. Tasks will be published at Optima. You need to return your rehersals and reflections at Optima onto given files. You'll listen, discuss and learn at lectures. You will also present your home work results to other students during the classes.

Completion alternatives

There is none. Thus organise your time to allow participation at lectures.

Student workload

ECTS credits mean about 135 hours of work. Distribution: 15h lectures, management task (Neill Sales Force, USA) 25h, management video tasks 10h, rading 40 h and other materials 45 h.

Content scheduling

After the course the student is capable to:
- Lead sales process
- Create and execute sales strategy as part of complete strategy
- Execute different parts of sales management, like prediction, budgeting
- Make needed management decision
- Execute recruitment, training, evaluation and motivation of sales force

Further information

Manage your time and be there!

Evaluation scale

H-5

Assessment methods and criteria

Grade evaluation: McNeill task, Video tasks, literature reflections and interview.

Assessment criteria, fail (0)

Tasks not done

Assessment criteria, satisfactory (1-2)

All tasks done, been present at lectures and interview.

Assessment criteria, good (3-4)

All tasks done with average care. The student did participate on discussions during lectures and the interview.
The student posesses a will to understand what leadership is all about and how does proper leadership effect the success of the Company.

Assessment criteria, excellent (5)

Clear dedication on given tasks. Clearcut presenting - what why how!
Pithy rfelections on literature.
Natural participation on exchanging views and thoughts during the lectures and interview.
The student has understood the role as part of the nation and its' future success.