Sales Management, Methods and Tools (5cr)
Code: 5091179-3007
General information
- Enrollment
- 01.12.2021 - 23.03.2022
- Registration for the implementation has ended.
- Timing
- 10.01.2022 - 28.05.2022
- Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- Contact learning
- Unit
- Engineering and Business
- Campus
- Kupittaa Campus
- Teaching languages
- English
- Teachers
- Marjo Kumpula
- Course
- 5091179
Unfortunately, no reservations were found for the realization Sales Management, Methods and Tools 5091179-3007. It's possible that the reservations have not yet been published or that the realization is intended to be completed independently.
Evaluation scale
H-5
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
- utilize needed methods and tools needed in all steps of sales process
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
Location and time
Fall semester 2018, Sepänkatu Campus
Materials
Tanner, Honeycut, Erffmeyer: Sales management, Pearson (2014)
e-book Chapters 1-15
Teaching methods
Book exam. No lessons.
Completion alternatives
None
Further information
Part of the Sales Semester