Sales ManagementLaajuus (5 cr)
Code: 3H00GO63
Credits
5 op
Objectives
The aim of the course is to develop basic sales management skills. The course will enable students to use digital tools in data-driven sales management.
On completion of the course, the student will:
- articulate the role and objectives of the sales manager as part of a sales organisation
- understands the importance of digital tools and data-driven sales management
- How digital tools and data can be used in sales planning, analysis and reporting.
- understands the key principles of customer profitability calculation
Content
- Data-driven sales management
- Digital tools for sales
- Sales planning, reporting and analysis
- Sales data and customer profitability calculations
Assessment criteria, satisfactory (1-2)
The student will identify some of the areas related to the role and objectives of the sales manager. The student will understand the use of digital sales tools and the basics of data-driven sales management. Students will be able to identify the principles of customer profitability calculation and perform routine tasks related to sales planning, reporting and analysis.
Assessment criteria, good (3-4)
The student will articulate the role and objectives of the sales manager as part of the sales organisation. The student will be able to explain the use of digital sales tools as part of data-driven sales management. The student will be able to apply the principles of customer profitability calculation and will be actively involved in sales planning, analysis and reporting.
Assessment criteria, excellent (5)
The student will be able to analyse the role and objectives of the sales manager and recommend the most appropriate course of action for the situation. The student will understand the links between data-driven sales management and digital sales tools, and how they fit together. Students will be able to apply the principles of customer profitability calculation to justify their choices and will be proactive and consultative in planning, analysing and reporting on sales activities.