Sales Director as a CoachLaajuus (5 cr)
Code: 3Y00GO76
Credits
5 op
Objectives
The goal of the course is to enhance coaching expertise in the multichannel management of salespeople and sales teams. The course provides readiness for leading and developing a diverse sales organization.
Upon completing the course, the student will:
• understand the significance of a coaching approach in the success of sales at the individual and team levels
• apply coaching leadership in a multichannel sales organization
• outline the importance of team sales as part of value selling
• consider the opportunities of diversity as part of the sales organization's operations
Content
Coaching Leadership
Multichannel Sales Management
Team Sales
Value Selling
Diversity
Assessment criteria, satisfactory (1-2)
The student can define the distinctive features of coaching leadership in sales management. The student recognizes key structures of a multichannel sales organization and understands the coaching needs in an organization operating through multiple channels. The student can identify key areas of sales team and value selling. The student recognizes some opportunities for diversity in the operations of the sales organization.
Assessment criteria, good (3-4)
The student can apply coaching leadership at the individual and team levels. The student dissects the operational logic and structures of a multichannel sales organization and can explain the impacts of a coaching approach on sales activities. The student outlines the operating principles of a sales team and its role in value-based operations. The student can develop a plan to better consider diversity in the operations of the sales organization.
Assessment criteria, excellent (5)
The student can apply and critically analyze coaching leadership at the individual and team levels. The student understands the entirety formed by a multichannel sales organization and coaching leadership, as well as the relationships, risks, and opportunities between them. The student anticipates the functioning of the sales team in different contexts and recommends suitable value-based approaches for situations. The student develops and evaluates methods to better consider diversity in the operations of the sales organization.
Enrolment period
31.10.2024 - 13.01.2025
Timing
07.01.2025 - 28.02.2025
Credits
5 op
Mode of delivery
Contact teaching
Unit
MD in Sales Management
Campus
TAMK Main Campus
Teaching languages
- Finnish
Seats
20 - 35
Degree programmes
- Master's Degree Programme in Sales Management
Teachers
- Sini Jokiniemi
- Pauliina Airaksinen-Aminoff
Groups
-
24YMYYJMyynnin johtaminen 2024, ylempi AMK
Objectives (course unit)
The goal of the course is to enhance coaching expertise in the multichannel management of salespeople and sales teams. The course provides readiness for leading and developing a diverse sales organization.
Upon completing the course, the student will:
• understand the significance of a coaching approach in the success of sales at the individual and team levels
• apply coaching leadership in a multichannel sales organization
• outline the importance of team sales as part of value selling
• consider the opportunities of diversity as part of the sales organization's operations
Content (course unit)
Coaching Leadership
Multichannel Sales Management
Team Sales
Value Selling
Diversity
Assessment criteria, satisfactory (1-2) (course unit)
The student can define the distinctive features of coaching leadership in sales management. The student recognizes key structures of a multichannel sales organization and understands the coaching needs in an organization operating through multiple channels. The student can identify key areas of sales team and value selling. The student recognizes some opportunities for diversity in the operations of the sales organization.
Assessment criteria, good (3-4) (course unit)
The student can apply coaching leadership at the individual and team levels. The student dissects the operational logic and structures of a multichannel sales organization and can explain the impacts of a coaching approach on sales activities. The student outlines the operating principles of a sales team and its role in value-based operations. The student can develop a plan to better consider diversity in the operations of the sales organization.
Assessment criteria, excellent (5) (course unit)
The student can apply and critically analyze coaching leadership at the individual and team levels. The student understands the entirety formed by a multichannel sales organization and coaching leadership, as well as the relationships, risks, and opportunities between them. The student anticipates the functioning of the sales team in different contexts and recommends suitable value-based approaches for situations. The student develops and evaluates methods to better consider diversity in the operations of the sales organization.
Assessment scale
0-5