Sales Management, Methods and Tools (5 cr)
Code: 5091179-3007
General information
Enrollment
01.12.2021 - 23.03.2022
Timing
10.01.2022 - 28.05.2022
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- English
Teachers
- Marjo Kumpula
Groups
-
LIPATMODTechnicalSalesManagement
-
PTUTAMS20APTUTAMS20A
-
PTUTAMS20BPTUTAMS20B
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
Evaluation scale
H-5