Sales management and developmentLaajuus (5 cr)

Objective

You know how to define the areas of sales management and understand the significance of leadership in implementing sales.
You know how to identify factors influencing sales planning, organisation, goal-setting, and measurement.
You know how to apply various tools in sales management.
You know how to analyse, plan, and direct a company's sales activities and monitor sales performance.

Content

What are the areas of sales management and the significance of leadership in implementing sales?
How is sales planning, organisation, and goal-setting conducted?
What tools can be utilised in sales management?
How are sales analysed and directed, and their performance monitored?

Evaluation

Students can
a) use professional vocabulary related to sales management systematically.
b) look for information in the key information sources of the field.
e) use the key models, methods, software and techniques of the professional field.