Sales managementLaajuus (5 cr)
Course unit code: BY00DH20
General information
- Credits
- 5 cr
- Teaching language
- Finnish
- Responsible person
- Heli Kesämaa
Objective
You can evaluate and develop customer relationships and co-operation relationships.
You can conduct a solution-oriented and value co-creating sales process.
You can analyse, plan and conduct sales operations.
Content
How the operational and competitive environment affects the sales management?
What is the role of sales as implementing the company's strategy and creating customer knowledge?
How are company's sales operations analysed and measured?
How to plan and conduct sales operations?
How technology supports and furthers profitability of selling?
Further information
Johtamistehtävissä on tarpeellista ymmärtää laajasti organisaatioiden välistä kaupankäyntiä ja asiakkuuksien kehittämistä.
Opintojakson keskeinen tavoite on, että tunnistat toimintaympäristön vaikutukset, kytket asiakkuuksien ja myynnin johtamisen organisaation strategiaan ja osaat suunnitella ja ohjata ja seurata myynnin ja asiakkuuksien tuloksellisuutta.
Accomplishment methods
a. You are able to find, study, produce and evaluate critically data related to factors affecting company’s sales and marketing
e. You are able to evaluate strategic approaches and justify their use in terms of management and development.