Economical Issues in Sales Management (5 cr)
Code: KH00BS63-3005
General information
- Enrollment
-
02.06.2025 - 31.08.2025
Registration for introductions has not started yet.
- Timing
-
01.09.2025 - 31.12.2025
The implementation has not yet started.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- Contact learning
- Unit
- Engineering and Business
- Campus
- Kupittaa Campus
- Teaching languages
- Finnish
- English
- Seats
- 0 - 35
- Degree programmes
- Degree Programme in Professional Sales
- Teachers
- Arto Kuuluvainen
- Course
- KH00BS63
Evaluation scale
H-5
Content scheduling
This course explores the economic aspects of sales management, focusing on key performance indicators, budgeting, forecasting, and sales force motivation. Through interactive lectures, case studies, and company collaborations, students will develop a deep understanding of how global economic trends impact sales performance and business profitability.
Students will engage in real-world applications, including:
Sales Forecasting & Budgeting – Learning how to plan and allocate resources effectively.
Key Performance Indicators (KPIs) – Understanding metrics that drive sales success.
Sales Force Motivation & Compensation – Analyzing strategies to enhance productivity.
Case Studies & Company Interviews – Gaining practical insights from real businesses.
If students of the course are solely Finns, it is possible to use Finnish as a course language in oral presentations and during the lectures. However, assigments and course materials will be in English.
Objective
Having completed the course the student
- understands global economical trends, business economics ans organization's key performance indicators
- perceives effects of sales operations in organization's economics
- is able to manage sales budgeting.
Materials
Jobber, D., & Lancaster, G. (2019). Selling and sales management (Eleventh edition.). Pearson.
Chapters 16-17, in particular.
Articles, videos and lecture materials provided during the lectures.
Teaching methods
Lectures, guest lectures, workshops, reading circles, peer-to-peer teaching and learning, company cases, and written and oral assignments.
Completion alternatives
No.
Student workload
Assessment & Grading
• Assignment 1 (40%) – Case study on budgeting, motivation, and KPIs (written report + oral presentation + peer review).
• Assignment 2 (30%) – Real company case: Motivating and rewarding sales personnel (interviews + presentation).
• Assignment 3 (10 %) - Participation to Oodi myynnille! -business seminar (20.11.2025) and brief report from the event.
• Participation (20%) – Active participation in reading circles, discussions, and teamwork
Note: Minimum of 50 % participation required to be able to pass the course.
Further information
ItsLearning.