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.

x !
Arkistoitu opetussuunnitelma 2014–2016
Selaamasi opetussuunnitelma ei ole enää voimassa. Tarkista tiedot voimassa olevasta opetussuunnitelmasta.
MA032018 MA24 Sales Management 6 op
Organised by
Marketing
Person in charge
Academic year 2015-16: nn; Academic year 2014-15: Samppa Suoniemi
Planned organizing times
Period(s) I II III IV
2014–2015 X

General description

THE COURSE IS NOT ORGANISED SPRING 2016!!

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 learning materials (PowerPoint), book exam, and one week intensive course work (20 h). Note that the book exam is held prior to intensive course 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

Teaching method Contact Online
Lectures 20 h 0 h

MA24 Sales Management one week intensive course (5*4 h) consisting of sales management simulation and case assignments.

Modes of study

Option 1
Available for:
  • Degree Programme Students
  • Other Students
  • Doctoral Students
  • Exchange Students
Participation in classroom work
  • In English
Written exam
  • In English

1) Introductory learning materials (PowerPoint)
2) Book exam MA24 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
Period IV in academic year 2015-2016, one week intensive course (20h). Exact dates are confirmed later.

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 two articles in English 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.
In academic year 2014-15 it was possible to take the exam in Finnish or in English (not necessarily 2015-16).
The course is equivalent to the previous course MA032065 MA9.

Belongs to following study modules

Markkinoinnin ja kansainvälisen liiketoiminnan laitos
Markkinoinnin ja kansainvälisen liiketoiminnan laitos
Valinnaiset opinnot (Markkinointi)
Markkinoinnin ja kansainvälisen liiketoiminnan laitos
Markkinoinnin ja kansainvälisen liiketoiminnan laitos
2014–2015
Teaching
Archived Teaching Schedule. Please refer to current Teaching Shedule.
Implementation details are unavailable.
Markkinoinnin ja kansainvälisen liiketoiminnan laitos
Opintokokonaisuudet