Sales Management (5 cr)

Evaluation scale

H-5

Content scheduling

Group work on an american sales team. Evaluating the performance of the sales teams. Thereafter making an annual operating plan.
Self management and leading, Leadership - evaluating an unorganised manager: what goes wrong, how to correct the behavior. The six tasks of a manager, leading performance. Strategic sales management - leading a team.
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

Objective

The student is able:
• 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

Materials

Winnie-the-Pooh on management, Leading Performance, Working with Emotional Intelligence, Selling and Sales management (Jobber&Lancaster) etc.

Teaching methods

Lectures, litterature, refering texts (2-3- pages, word), team work.

Exam schedules

Wrap up exam 1 and reflection.

Pedagogic approaches and sustainable development

Innopeda principles applied

Completion alternatives

None. Lectures recommended. All given tasks need to be returned done By individuals and/or teams to Optima By given deadlines.

Student workload

Listen and learn, reading, refering the readings, team work and exam (about 3 working weeks).

Evaluation methods and criteria

Annual Operatiing plan for the Neill Sales Force operating in North America.
Final Exam.

Failed (0)

Neill tehtävä ei ole tehty tai loppukokeesta hylätty

Assessment criteria, satisfactory (1-2)

Neill tehtävä tehty, mutta AOP ei ole vakuuttava - annettua dataa ei ole oikein ymmärretty eikä hyödynnetty. Loppukokeesta 1-2/5.

Assessment criteria, good (3-4)

Luentoihin osallistuminen yli 65 %. Neill dataa on hyödynnetty ja AOP on perusteltu datan perusteella hyvin. Loppukokeesta 3-4/5.

Assessment criteria, excellent (5)

Luentoihin osallistuminen yli 85%. Neill dataa käsitellään monipuolisesti tehden erilaisia laskelmia ja havaintoja trendeistä joihin korjaavat toimenpiteet perustuvat. Ymmärretyn perusteella ryhmä esittää uskottavan AOP:n joka varmistaa liiketoiminnan edelleen kehittämisen ja kasvun. Loppukokeesta 4-5/5. Loppukokeesta 4-5/5.

Further information

Neill sales force data. Group work based on the given data.

Unorganised manager group reflections - if time allows.