Economical Issues in Sales Management (5 cr)

Evaluation scale

H-5

Content scheduling

23.1. (9-12) Introduction, forming teams, discussing course objectives and personal objectives, implementation and assessment
6.2. (9-12) Forecasting, Budgeting, evaluation and briefing for the assignments
27.2. (9-12) Reading circle based on given materials and Q & A session regarding the assignments
13.3. (9-12) Guest lecturer, workshop for the assignment 1
3.4. (9-12) Presentations of the case studies (assignment 1)
17.4. (9-12) Sharing the results of company interviews (assignment 2) and course feedback

Objective

Having completed the course the student
- understands global economical trends, business economics ans organization's key performance indicators
- perceives effects of sales operations in organization's economics
- is able to manage sales budgeting.

Materials

Jobber, D., & Lancaster, G. (2019). Selling and sales management (Eleventh edition.). Pearson.
Chapters 16-17, in particular.
Articles, videos and lecture materials provided during the lectures.

Teaching methods

Lectures, guest lectures, workshops, reading circles, peer-to-peer teaching and learning, company cases, and written and oral assignments.

Student workload

Assignment 1: Case study on budgeting, motivating salespeople and key performance indicators
Written report + oral presentation + reviewing another team
Assignment 2: Real company case: Motivating and rewarding sales personnel
Interviews with companies, sharing the results with the peers in the class