Sales ManagementLaajuus (5 cr)

Objective

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.

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