International Sales Management - Study guide

You understand the importance of managing the sales force. You know the components and tools of sales management in B2B sales. You contribute to the development of sales strategies and sales planning. You are aware of the methods needed in managing and leading an international sales team. You are aware of various sales channel options and you have the skills to develop direct and indirect sales channels. You are aware of the differences of international and domestic sales management.

MAR3LF101

Sales management and sales planning

strategic role of selling

cooperation between sales and marketing functions

sales strategies, targeting and prospecting

sales forecasting and budgeting

international sales organisations and territory management

sales channel selection and management

relationship with agents and importing companies

recruitment, selection, training and development of sales people

leading a sales force: motivation, training and supervision

sales control and funnel management

ethical issues in international sales management

cultural differences in international sales management

Knowledge
You know 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.

Knowledge
You know 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.

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.

Cooperation with the business community
Business cases and excursion / guest speaker.

Internationality
International and global business approach to course themes and topics, contributions by multicultural student groups and company cooperation.

- Jobber, D. & Lancaster, G. 2015. Selling and sales management. Tenth edition. Harlow, England: Pearson. Available online: https://haaga-helia.finna.fi/Record/3amk.272976
- Marcos Cuevas, J., Lemmens, R., Donaldson, B., Lemmens, R. & Donaldson, B. 2016. Sales management: Strategy, process and practice. Fourth edition. London: Palgrave Macmillan. Available online: https://haaga-helia.finna.fi/Record/3amk.270059
- Spiller, L. 2022. Selling & sales management: Developing skills for success. London: SAGE Publications Ltd. https://haaga-helia.finna.fi/Record/3amk.293281
- Cron, W. L., Dalrymple, D. J. & DeCarlo, T. E. 2006. Dalrymple's sales management. 9th ed. Hoboken, NJ: John Wiley & Sons. Available in Haaga-Helia library as a hard copy.
- Kurzrock, W. 2019. Sales Management Success. Wiley. Available online: https://haaga-helia.finna.fi/Record/nelli21.4100000009590180

We mirror the topics and themes into real working life throughout the course

Pasila Campus

English

15.01.2024 - 15.03.2024

Assignments: - Attendance and active participation in class: weight 10% (0-10/100 points) - HubSpot Certificates on Sales Management: weight 10% (0-10/100 points) - Problem Based Learning, notes and theme discussions: weight 45% (0-45/100 points) - Group assignment: weight 35% (0-35/100 points)

02.01.2024 - 12.01.2024

Class in Pasila on weekly basis

LF6PMAR
EVENING
CONTACT
BLENDED
LF6EMAR
EXCH

Anu Nieminen

15 - 60

Via the assignments you collect points. The grading is defined based on the following table:

90-100 points 5
80-89 points 4
70-79 points 3
60-69 points 2
50-59 points 1

GLOBBA Degree Programme in International Business

0.00 cr

H-5