Sales Management
| Structure Type: | Course |
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| Code: | KD07BMMA217 |
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| Type: | Elective |
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| Level: | Bachelor |
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| Credits: | 4.0 points |
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| Responsible Teacher: | Viljamaa, Anmari |
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| Language of Instruction: | Finnish |
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Course Implementations, Planned Year of Study and Semester
| Curriculum | Semester | Credits | Start of Semester | End of Semester |
| LITAKO-2013 |
4 autumn |
4.0 |
2016-08-01 |
2016-12-31 |
Learning Outcomes
The student can plan and organize sales efforts and compare different sales organisations. The student can assess incentives and other tools of motivation and their significance for sales management. The student can analyze their own personel management skills and develop them.
Student's Workload
Total work load of the course: 80 h
- of which scheduled studies: 24 h
- of which autonomous studies: 56 h
Prerequisites / Recommended Optional Courses
Personal Selling, Sales Project I and Sales Psychology.
Contents
- Strategic and operational sales management
- The role of sales manager, management skills and personal development as a manager
- Motivating and incentives
Recommended or Required Reading
To be announced by the lecturer.
Mode of Delivery / Planned Learning Activities and Teaching Methods
Lectures, excercises.
Assessment Criteria
Excellent (5): The student has done the work to an excellent standard and participated actively and constructively. The student can plan and organize sales efforts to an excellent standard and compare different sales organisations. The student can assess incentives and other tools of motivation and their significance for sales management. The student can critically analyze their own personel management skills and develop them.
Good (4-3): The student has done the work well and participated actively. The student can plan and organize sales efforts to a good standard and compare different sales organisations. The student can assess incentives and other tools of motivation and their significance for sales management. The student can analyze their own personel management skills and develop them.
Satisfactory (2-1): The student has done the work and participated as instructed. The student can plan and organize sales efforts and compare different sales organisations. The student can assess incentives and other tools of motivation and their significance for sales management. The student can analyze their own personel management skills and develop them.
Assessment Methods
Excercises.
Work Placement
None.
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