Enabling Sales through Management and Leadership (5 cr)

Evaluation scale

H-5

Content scheduling

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.

Objective

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

Content

-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

Materials

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

Teaching methods

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.

Exam schedules

-

International connections

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.

Completion alternatives

-

Student workload

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.

Further information

Email: sirpa.hanti@turkuamk.fi