Sales Management (5 cr)
Code: KH00BF28-3009
General information
Enrollment
01.06.2024 - 01.09.2024
Timing
02.09.2024 - 15.12.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Kai Schleutker
Groups
-
PMYYNS22
- 10.09.2024 09:00 - 11:00, Myynnin johtaminen KH00BF28-3009
- 17.09.2024 10:00 - 12:00, Myynnin johtaminen KH00BF28-3009
- 01.10.2024 09:00 - 12:00, Myynnin johtaminen KH00BF28-3009
- 11.10.2024 09:00 - 12:00, Myynnin johtaminen KH00BF28-3009
- 22.10.2024 10:00 - 13:00, Myynnin johtaminen KH00BF28-3009
- 29.10.2024 10:00 - 12:00, Myynnin johtaminen KH00BF28-3009
- 05.11.2024 12:00 - 14:00, Myynnin johtaminen KH00BF28-3009
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