Sales Management (5 cr)
Code: KH00BF28-3006
General information
Enrollment
01.06.2023 - 04.09.2023
Timing
01.08.2023 - 31.12.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Arto Kuuluvainen
Groups
-
PMYYNS21
- 04.09.2023 14:00 - 16:00, Myynnin johtaminen KH00BF28-3006
- 11.09.2023 12:00 - 14:00, Myynnin johtaminen KH00BF28-3006
- 25.09.2023 14:00 - 16:00, Myynnin johtaminen KH00BF28-3006
- 09.10.2023 14:00 - 16:00, Myynnin johtaminen KH00BF28-3006
- 23.10.2023 14:00 - 16:00, Myynnin johtaminen KH00BF28-3006
- 30.10.2023 14:00 - 16:00, Myynnin johtaminen KH00BF28-3006
- 06.11.2023 14:00 - 16:00, Myynnin johtaminen KH00BF28-3006
- 13.11.2023 14:00 - 16:00, Myynnin johtaminen KH00BF28-3006
- 20.11.2023 14:00 - 16:00, Myynnin johtaminen KH00BF28-3006
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