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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
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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.

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