Study Guide

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 (40%) – Real company case: Motivating and rewarding sales personnel (interviews + presentation).
• Participation (20%) – Active participation in reading circles, discussions, and teamwork.

Note: Minimum of 50 % participation required to be able to pass the course.

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.

Further information

ItsLearning.

Evaluation scale

H-5

Assessment methods and criteria

45-54 points = 1
55-64 points = 2
65-74 points = 3
75-84 points = 4
85+ points = 5

Assessment criteria, fail (0)

Assignment not returned in time.
Participation rate is less than 50 %.

Assessment criteria, satisfactory (1-2)

Limited understanding of budgeting, KPIs, and motivation.
Superficial analysis with major gaps in reasoning or content.
Presentation is unclear or unstructured.
Not very active to participate in discussions or teamwork.

Assessment criteria, good (3-4)

Strong knowledge of course topics with well-structured analysis.Some weaknesses though.
Logical and relevant arguments with some minor areas for improvement.
Clear and informative presentations with good delivery.
Engages regularly in class discussions and teamwork.

Assessment criteria, excellent (5)

Outstanding understanding of budgeting, motivation, and KPIs.
Deep, well-structured analysis with critical insights supported by evidence.
Professional and engaging presentations with clear argumentation.
Strong practical application of company interview findings.
Highly active participation in class discussions, reading circles, and workshops.