Uusi opinto-opas (sisältäen myös opetusohjelmat) lukuvuodelle 2018-2019 sijaitsee osoitteessa https://opas.peppi.utu.fi . Tältä sivustolta löytyvät enää vanhat opinto-oppaat ja opetusohjelmat.

The new study guide (incl. teaching schedules) for academic year 2018-2019 can be found at https://studyguide.utu.fi. This site contains only previous years' guides.

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Arkistoitu opetussuunnitelma 2013–2014
Selaamasi opetussuunnitelma ei ole enää voimassa. Tarkista tiedot voimassa olevasta opetussuunnitelmasta.
MA032065 MA9 Sales Management 6 op
Organised by
Marketing
Person in charge
Harri Terho and Danny Bellenger

Learning outcomes

This course gives an overview of the key topics of sales management and an understanding of the various aspects of the sales manager's job. After attending the course students understand the principles of sales management and central ways of increasing the potential and performance of sales teams.

Contents

The teaching consists of three parts: introductory lecture, book exam, and one week intensive course work (20 h). The structure of the course has been designed to support learning: the intensive course builds on applying the key sales management theories in a simulation game and case assignments to common challenges that companies face.

Teaching methods

MA9 Sales Management one week intensive course (5*4 h) consisting of sales management simulation and case assignments.

Modes of study

1) Introductory lecture
2) Book exam MA032065 MA9 Sales Management, literature
3) Intensive course (20 h) consisting of sales management simulation and case assignments. The course grade is determined by the book exam. A student's grade can be improved by good performance in the simulation game of the intensive course.

Evaluation

Numeric 0-5.

Recommended year of study

2nd or 3rd year IV period

Study materials

  1. Donaldson, Bill. Sales Management: Principles, Process and Practice. 3rd ed., Hampshire, Palgrave Macmillan 2007.
  2. Rubanovitsch, Mika D.; Aalto, Elina. Haasteena myynnin johtaminen. Helsinki, Oy Imperial Sales AB 2007. OR articles given by lecturer.

Further information

The number of students in the course has been limited to 40 because of the sales management simulation game costs (Note: there are usually some extra places because of cancellations). Full participation is required for satisfactory completion of the course.
It is possible to take the exam in Finnish or in English.

Belongs to following study modules

Markkinoinnin ja kansainvälisen liiketoiminnan laitos
Markkinoinnin ja kansainvälisen liiketoiminnan laitos
Markkinoinnin ja kansainvälisen liiketoiminnan laitos
2013–2014
Teaching
Archived Teaching Schedule. Please refer to current Teaching Shedule.
Implementation details are unavailable.
Markkinoinnin ja kansainvälisen liiketoiminnan laitos
Opintokokonaisuudet