Sales and marketing management (5 cr)

Objective

You are able to
set sales and marketing goals, evaluate performance, and plan compensation systems
use sales and marketing analysis tools (for example market analysis, future forecasting and digital tools)
develop a sales team and help team members achieve goals by using coaching

Content

How to manage a sales team in b2b, b2c and digital contexts?
How to manage the sales and marketing strategy process?
How to use sales and marketing analysis tools, such as market analysis, future forecasting and digital tools?
How to implement effective team leadership?
How to develop a sales team?
How to coach individual sellers and sales teams?

Course material

Course material in Learn.

Study forms and methods

Scheduled track:
Active participation in the contact sessions, exercises and assignments and exams.

Independent track:
Not offered.

Blended track:
No blended track offered.

Timing of exams and assignments

Students have two re-attempts to pass a failed exam within one year of the date of beginning of the course. Re-attempts are done in exam aquarium (exam.xamk.fi). Instructions for the use of exam system are given in Student.

Evaluation scale

1-5

Assessment methods and criteria

Active participation, assignments and exam.

Qualifications

Customer oriented marketing 5 ECTS credits
Customer insight and customer service 5 ECTS credits