Sales Management (5cr)
Code: 5091078-1003
General information
- Timing
- 01.01.2017 - 31.07.2017
- Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 4 cr
- Virtual portion
- 1 cr
- RDI portion
- 1 cr
- Mode of delivery
- Blended learning
- Unit
- Engineering and Business
- Teaching languages
- Finnish
- Seats
- 15 - 50
- Degree programmes
- Degree Programme in Professional Sales
- Teachers
- Jouko Broman
- Course
- 5091078
Unfortunately, no reservations were found for the realization Sales Management 5091078-1003. It's possible that the reservations have not yet been published or that the realization is intended to be completed independently.
Evaluation scale
H-5
Objective
The student is capable:
- to execute sales management
- to analyze problems related to sales management and to make decisions
- to organize sales functions, tasks and responsibilities
- to lead and train salespeople
- to evaluate and develop salespeople and sales functions
Content
Alignment of the sales strategies with company and marketing strategies
Organizing sales functions and sales channels
Leading sales force
Recruiting, rewarding and motivating sales force
Training and developing sales skills
Managing ethical issues related to selling
Target setting and pipeline management
Evaluating performance of the salespeople