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 12.9.2024 and 29.11.2024 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

-

Pedagogiset toimintatavat ja kestävä kehitys

Innovation pedagogy is applied in several ways to creating an enablement based approach to sales management and leadership. Sustainability is discussed during the class and students are encouraged to include a practice-based reflection on sustainable sales management and leadership.

Toteutuksen valinnaiset suoritustavat

-

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 (readings) and two other assignments (watching videos and writing a short report on those; project based on literature and practice as well as a report based on that). Presentation in the class.

Arviointimenetelmät ja arvioinnin perusteet

Pre-assignment: accepted/discarded
Assignment 1: 20%
Assignment 2: 80%
Grades: 1-5

All the assignments must be accepted.

Hylätty (0)

0: All the assignments are not executed and minimum of the content requirements are not fulfilled. The student is absent on both contact days.

Arviointikriteerit, tyydyttävä (1-2)

1: Theory is not presented nor applied according to the instructions. Thinking and communication are hardly acceptable.
2: Appear to grasp theory and showing its applicability is quite modest. Only few references are presented and the reference technique is acceptable. Moderate communication. Insights or development ideas are not visible.

Arviointikriteerit, hyvä (3-4)

3: Understanding theory and applicability but work could be stronger. The amount of references and the technique are satisfactory. Communication is satisfactory. Some realistic insights are presented at a satisfactory level.
4: General understanding of theory, the amount of references is fulfilling the minimum and the technique used well, and theory is applied well to real-life context. Very good thinking and communication. Some realistic insights and development ideas are presented.

Arviointikriteerit, kiitettävä (5)

5: Mastery of theory, the amount of references over the minimum and the technique used completely, and theory is applied in a comprehensive way to real-life context. Outstanding thinking and communication. Innovative insights and development ideas are presented that are realistic.

Lisätiedot

Email: sirpa.hanti@turkuamk.fi