Sales Management (5 cr)
Code: KH00BF28-3008
General information
Enrollment
04.12.2023 - 25.01.2024
Timing
03.01.2024 - 20.05.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Babi Lyrintzis
- 11.03.2024 17:00 - 21:00, Myynnin johtaminen KH00BF28-3008
- 13.03.2024 17:00 - 19:00, Myynnin johtaminen KH00BF28-3008
- 18.03.2024 17:00 - 21:00, Myynnin johtaminen KH00BF28-3008
- 20.03.2024 17:00 - 19:00, Myynnin johtaminen KH00BF28-3008
- 25.03.2024 17:00 - 21:00, Myynnin johtaminen KH00BF28-3008
- 27.03.2024 17:00 - 19:00, Myynnin johtaminen KH00BF28-3008
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