1. Weinberg, M. (2016). Sales management simplified. The straight truth about getting exceptional results from your sales team. (e-book in our library).
2. Rangarajan, D., Dugan, R., Rouziou, M. & Kunkle, M. (2020). People, Process, and Performance: Setting an Agenda for sales enablement research. Journal of Personal Selling & Sales Management. https://doi.org/10.1080/08853134.2020.1761822
3. Zoltners, A.A, Sinha, P. & Lorimer, S.E. (2009). Building a winning sales force. USA.
4. Cohen, E. (2019). Enablement mastery. Greenleaf, USA.
+ other materials in Optima
The study unit consists of theoretical issues and based on the review, the chosen models to be implemented in a case. One pre-assignment and two other assignments. Presentation in the class on 11.12.
Two contact days: 25.9. and 11.12. at 9-16.
Assessment methods: teacher/peer-evaluation
01.09.2020 - 31.12.2020
27.05.2020 - 15.09.2020
20 - 35
Engineering and Business
Master of Business Administration, Sales Management
Innovation pedagogy is applied in several ways to creating an enablement based approach to sales management and leadership.
The study unit consists of readings (ca 40 h), two contact days (16 h), and assignments (ca 80 h). There is one pre-assignment and two other assignments . Presentation in the class on 11.12. .
The course focuses on
-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
After completing the course, the student is able to
-Recognize the challenges of the contemporary sales management and leadership
-Enable and lead sales
-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
Contact days on 25.9. and 11.12. at 9-16.
0: All the assignments are not executed and minimum of the content requirements are not fulfilled.
1: Theory is not presented nor applied. Thinking and communication are hardly acceptable. The interview is not executed properly.
2: Appear to grasp theory and showing its applicability is quite modest. Only few references are presented and the reference technique is acceptable.Moderate communication. The interview is executed at acceptable level. Insights or development ideas are not visible.
3: Understanding theory and applicability but work could be stronger. The amount of references and the technique are satisfactory. Communication is satisfactory. The interview is clear and satisfactory. Some realistic insights are presented at a satisfactory level.
4: General understanding of theory, the amount of references is fulfilling the minimum and the technique used well, and theory is applied well to real-life context. Very good thinking and communication. The interview is presented very well. Some realistic insights and development ideas are presented
5: Mastery of theory, the amount of references over the minimum and the technique used completely, and theory is applied in a comprehensive way to real-life context. Outstanding thinking and communication. The interview is video taped and the quality very good. Innovative insights and development ideas are presented that are realistic.