Study Guide

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.