Economical Issues in Sales Management (5 op)
Toteutuksen tunnus: KH00BS63-3005
Toteutuksen perustiedot
- Ilmoittautumisaika
-
02.06.2025 - 31.08.2025
Ilmoittautuminen toteutukselle ei ole vielä alkanut.
- Ajoitus
-
01.09.2025 - 31.12.2025
Toteutus ei ole vielä alkanut.
- Opintopistemäärä
- 5 op
- Lähiosuus
- 5 op
- Toteutustapa
- Lähiopetus
- Yksikkö
- Tekniikka ja liiketoiminta
- Toimipiste
- Kupittaan kampus
- Opetuskielet
- suomi
- englanti
- Paikat
- 0 - 35
- Koulutus
- Myyntityön koulutus
Arviointiasteikko
H-5
Sisällön jaksotus
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.
Tavoitteet
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.
Oppimateriaalit
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.
Opetusmenetelmät
Lectures, guest lectures, workshops, reading circles, peer-to-peer teaching and learning, company cases, and written and oral assignments.
Toteutuksen valinnaiset suoritustavat
No.
Opiskelijan ajankäyttö ja kuormitus
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.
Lisätiedot
ItsLearning.