Sales Management (5 cr)
Code: KH00BF28-3005
General information
Enrollment
02.07.2022 - 23.09.2022
Timing
01.08.2022 - 20.12.2022
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Arto Kuuluvainen
Groups
-
PTUTAMS21
-
LIPATMODMyynninjohtaminenjakehittäminenLIPAT Myynnin johtaminen ja kehittäminen
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