Sales Management (3cr)

Objective

The students are able to manage the implementation of sales work and master the entity of consulting sales work. They possess tools for developing sales work and sales. The students participate in the R&D activities of the centre of expertise of the School of Business Administration in accordance with the objectives of the course.

Content

Focus is on the sales process as a whole. The management of sales includes such issues as planning related to sales personnel, their wages, recruitment, training, and motivation. The aim is to understand matters involved in the establishing of a sales organisation. The profitable management of sales work: planning, organising, controlling, and development.

Qualifications

The students are able to decide on the competitive tools of marketing and on marketing plans.

Assessment criteria, satisfactory (1)

Class participation, individual and group reporting skills, individual and group presentation skills, teamwork skills. Mastery of the subject and course concepts in the exercises and reports.