Enabling Sales through Management and Leadership (5 op)

Arviointiasteikko

H-5

Sisällön jaksotus

The course focuses on
-Development and execution of sales strategy and processes
-Sales enablement
-Recruitment, training, evaluation and motivation of sales force
-Sales Organization Structure
-Selection an utilization of sales channels
-Budgeting, forecasting and development of sales
-Customer Relationship Management
After completing the course, the student is able to
-Recognize the challenges of the contemporary sales management and leadership
-Enable and lead sales
-Create and execute sales strategy as part of complete strategy
-Execute different parts of sales management, like prediction, budgeting and financial analysis
-Execute recruitment, training, evaluation and motivation of sales force
-Customer Relationship Management
-Macro and competitor analysis
Contact days on 8.9.2023 and 10.11.2023 at 9-16.

Tavoitteet

After completing the course, the student is able to
-Recognize the challenges of the contemporary sales management and leadership
-Enable and lead sales
-Create and execute sales strategy as part of complete strategy
-Execute different parts of sales management, like prediction, budgeting and financial analysis
-Execute recruitment, training, evaluation and motivation of sales force
-Customer Relationship Management
-Macro and competitor analysis

Sisältö

-Development and execution of sales strategy and processes
-Sales enablement
-Recruitment, training, evaluation and motivation of sales force
-Sales Organization Structure
-Selection an utilization of sales channels
-Budgeting, forecasting and development of sales
-Customer Relationship Management

Oppimateriaalit

1. Zoltners, A.A, Sinha, P. & Lorimer, S.E. (2009). Building a winning sales force. USA. (e-book in our library)
2. Cohen, E. (2019). Enablement mastery. Greenleaf, USA. (printed book in our library)
3. Rangarajan, D., Dugan, R., Rouziou, M. & Kunkle, M. (2020). People, Process, and Performance: Setting an Agenda for sales enablement research. Journal of Personal Selling & Sales Management. https://doi.org/10.1080/08853134.2020.1761822
4. Weinberg, M. (2016). Sales management simplified. The straight truth about getting exceptional results from your sales team. (e-book in our library).
+ videos and other materials in ITSLearning

Opetusmenetelmät

The study unit consists of theoretical issues and based on the review, the chosen models to be implemented in a case. One pre-assignment and two other assignments. Presentation in the class on the second contact day.

Tenttien ajankohdat ja uusintamahdollisuudet

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Kansainvälisyys

Innovation pedagogy is applied in several ways to creating an enablement based approach to sales management and leadership.

Toteutuksen valinnaiset suoritustavat

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Opiskelijan ajankäyttö ja kuormitus

The study unit consists of readings (ca 40 h), two contact days (16 h), and assignments (ca 80 h). There is one pre-assignment and two other assignments. Presentation in the class.