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 forecasting, budgeting and financial analysis
-Execute recruitment, training, evaluation and motivation of sales force
-Customer Relationship Management
-Macro and competitor analysis
Contact days on-site on 11.9.2024 at 9-16 and 13.11.2025 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

The main book of the study unit is: Zoltners, A.A, Sinha, P. & Lorimer, S.E. (2009). Building a winning sales force. USA. (e-book in our library). The pre-assignment is based on this book and the two articles that are on Itslearning.

Other materials from which the student may choose according to the topic of the project are announced on 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

-

Pedagogic approaches and sustainable development

Different pedagogical approaches are applied in several ways to creating an enablement based approach to sales management and leadership as well as fostering student's own role in a career of a sales manager. Active participation and co-learning via group work and workshops. 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 individual pre-assignment (readings) and two other assignments (individual: watching videos and writing a short report on those; individual/pair work: a project based on literature and practice as well as a report based on that). Presentation according to the project execution in the class on the second contact day.

Evaluation methods and criteria

Pre-assignment: accepted/discarded
Assignment 1: 20%
Assignment 2: 80%
Grades: 1-5
The detailed criteria for evaluation is available in Itslearning.
All the assignments must be accepted.
The usage of AI is varying according to the assignments and it will be instructed on each assignment.

Failed (0)

0: All the assignments are not executed, instructions are not followed, and minimum of the content requirements are not fulfilled.
The student has not participated in 50% of the contact days.

Assessment criteria, satisfactory (1-2)

1: Theory is not presented nor applied according to the instructions. Thinking and communication are hardly acceptable.
2: Grasping the theories and showing their applicability is modest. Only few references are presented and the reference technique is poorly applied. Moderate communication. Insights or development ideas are not visible.

Assessment criteria, good (3-4)

3: Understanding and application of the theories are visible but work could be stronger. The number of references used are almost fulfilling the instructions and the referencing technique is satisfactory. Communication is good. Some realistic insights are presented at a satisfactory level.
4: General understanding of theory is good and they are applied very well to real-life context. The number of references is fulfilling the minimum and the technique used well. Very good thinking and communication. Some realistic insights and development ideas are presented.

Assessment criteria, excellent (5)

5: Mastery of theory, the number of references are over the minimum and the technique is used completely. The chosen theories are argued and they match in a great way to the case. In addition, the theories are applied in a comprehensive way to real-life context. Outstanding thinking and communication. Innovative insights and development ideas are presented that are realistic.

Further information

sirpa.hanti@turkuamk.fi