Sales Management (5cr)

Intro

Successful sales management forms the basis of a profitable business. This is where revenue is channeled in the door. What does sales management consist of? How is it done in practice? Do you have what it takes to manage sales? Join the Sales Management course to find answers to these questions and many more!

Learning objectives

After having completed this course or attained an equivalent competence level, the student is able to:

• define the key areas of sales management and the role of sales management in leading an organization and setting strategy into action
• identify factors affecting sales planning, organizing, target setting and measurement
• describe responsibilities related to sales leadership and apply sales management tools in managing matters and people

Contents

During this course sales management is studied from four perspectives:
1) Strategy: Forming a sales strategy and target setting.
2) Sales force organization and deployment: Organizing the sales force and Key Account Management.
3) Performance measurement and monitoring: Managing sales with data.
4) Sales force management and leadership: Sales manager responsibilities, coaching style leadership and motivation, sales training and development.
In addition, the course investigates skills and knowledge required from a sales manager as well as ethics in sales.

Implementation methods, demonstration and Work&Study

Demonstration (RPL): If you already have command of the course contents, you can demonstrate your competence. Ask the course teacher for more information. For more information on Recognition of Prior Learning: https://www.haaga-helia.fi/en/recognition-learning

Learning materials

- Jobber, D. & Lancaster, G. 2015. Selling and sales management. Harlow, England: Pearson.
- Marcos Cuevas, J., Lemmens, R., Donaldson, B., Lemmens, R. & Donaldson, B. 2016. Sales management: Strategy, process and practice. London: Palgrave Macmillan.
- Cron, W. L. & DeCarlo, T. E. 2010. Sales management: Concepts and cases. 10th ed. Hoboken (NJ): Wiley.
- Materials given out during the course

Starting level and linkage with other courses

The course is part of International Sales and Marketing (Haaga-Helia Degree Program in International Business) as well as Sales and Account Management orientation (Haaga-Helia Bachelor of Business Administration).

It is recommended to study the "Growth and Competitive Strategies" and "CRM and ERP for Sales" courses prior to "Sales Management" or otherwise acquire the knowledge provided in these courses. The course, however, can also be studied as an independent entity.

Assessment criteria - grade 1

When the implementation type of the course is CONTACT, ONLINE or BLENDED it is required that the student is present during those teaching hours that are marked in the study schedule. If you are absent more than 25 %, your grade will be lowered by one. If you are absent more than 50 %, the course is failed.

Knowledge
You can explain the key concepts within the course’s scope, but are yet to develop the general view and the big picture of the subject matter.
Skills
You can complete given tasks and assignments with assistance. You need to develop how to apply knowledge
Competence
You demonstrate some ability to perform skills and have basic knowledge, but you have difficulty to manage without assistance.

Assessment criteria - grade 3

Knowledge
You can explain the key concepts well and can explain how the theories and models function and the tools are used. You have a general view of the subject matter.
Skills
You complete given tasks and assignments independently. You apply knowledge in hands-on business related situations. You can critique your own practice and identify ways to improve.
Competence
You demonstrate sufficient ability to perform skills and have basic to good knowledge. You can perform independently, but you have some challenges in passing on your skills and knowledge to others. You have an interest in professional development.

Assessment criteria - grade 5

Knowledge
You have a strong command of the key and related concepts. You can critically evaluate theories, models and tools. You can demonstrate explicit knowledge of the subject matter, and how it relates to other disciplines.
Skills
You apply knowledge in demanding business related situations. You can prioritize and critically select tools and methods for solving complex problems in the subject matter.
Competence
You execute skills with natural proficiency and you have detailed and explicit knowledge. You can perform independently and you are also able and actively willing to help others develop and pass on your skills. You have an attitude of continuous professional development.