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Sales Management (5 cr)

Code: KH00BF28-3004

General information


Enrollment

01.06.2022 - 06.09.2022

Timing

01.09.2022 - 20.12.2022

Number of ECTS credits allocated

5 op

Mode of delivery

Contact teaching

Campus

Lemminkäisenkatu

Teaching languages

  • Finnish

Degree programmes

  • Degree Programme in Professional Sales

Teachers

  • Arto Kuuluvainen

Groups

  • PMYYNS20

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

Evaluation scale

H-5