Technology and Data in Sales ManagementLaajuus (5 cr)
Code: 3Y00GO75
Credits
5 op
Objectives
The goal of the course is to enhance technology and data management expertise in B2B sales operations. The course provides readiness for utilizing technology as part of supporting the success of sales (Sales Enablement).
Upon completing the course, the student will:
• understand the role of technology strategy in sales operations
• lead sales in a data-driven manner
• comprehend the significance of integrated sales system choices
• integrate data, system tools, and opportunities brought by artificial intelligence in supporting the success of sales
Content
Technology Management and Strategy
Data-driven Sales Management
Sales System Tools
Supporting Sales Success (Sales Enablement)
Artificial Intelligence in Sales Management
Assessment criteria, satisfactory (1-2)
The student recognizes the role of technology management and strategy in sales operations. The student understands sales system choices as part of sales operations. The student can identify the characteristics of data-driven sales management. The student recognizes the importance of supporting sales success for sales operations and can name artificial intelligence-based opportunities.
Assessment criteria, good (3-4)
The student can explain the impacts of technology management and strategy as part of sales operations. The student can assess and select system tools that support the entirety of sales. The student can outline the expertise needed in data-driven sales management. The student can create a plan for system-based support of sales success and integrate chosen artificial intelligence-based opportunities into it.
Assessment criteria, excellent (5)
The student understands the relationships between technology strategy and sales operations and can recommend data-driven sales management models that support the overall strategy. The student can analyze and justify the selection of integrated system tools that contribute to a sales success-supporting approach. The student experiments with and evaluates the models created for utilizing artificial intelligence-based solutions in supporting sales success.
Enrolment period
09.09.2024 - 23.10.2024
Timing
21.10.2024 - 15.12.2024
Credits
5 op
Mode of delivery
Contact teaching
Unit
MD in Sales Management
Campus
TAMK Main Campus
Teaching languages
- Finnish
Seats
15 - 35
Degree programmes
- Master's Degree Programme in Sales Management
Teachers
- Markus Jähi
- Sini Jokiniemi
Person in charge
Markus Jähi
Groups
-
24YMYYJMyynnin johtaminen 2024, ylempi AMK
Objectives (course unit)
The goal of the course is to enhance technology and data management expertise in B2B sales operations. The course provides readiness for utilizing technology as part of supporting the success of sales (Sales Enablement).
Upon completing the course, the student will:
• understand the role of technology strategy in sales operations
• lead sales in a data-driven manner
• comprehend the significance of integrated sales system choices
• integrate data, system tools, and opportunities brought by artificial intelligence in supporting the success of sales
Content (course unit)
Technology Management and Strategy
Data-driven Sales Management
Sales System Tools
Supporting Sales Success (Sales Enablement)
Artificial Intelligence in Sales Management
Assessment criteria, satisfactory (1-2) (course unit)
The student recognizes the role of technology management and strategy in sales operations. The student understands sales system choices as part of sales operations. The student can identify the characteristics of data-driven sales management. The student recognizes the importance of supporting sales success for sales operations and can name artificial intelligence-based opportunities.
Assessment criteria, good (3-4) (course unit)
The student can explain the impacts of technology management and strategy as part of sales operations. The student can assess and select system tools that support the entirety of sales. The student can outline the expertise needed in data-driven sales management. The student can create a plan for system-based support of sales success and integrate chosen artificial intelligence-based opportunities into it.
Assessment criteria, excellent (5) (course unit)
The student understands the relationships between technology strategy and sales operations and can recommend data-driven sales management models that support the overall strategy. The student can analyze and justify the selection of integrated system tools that contribute to a sales success-supporting approach. The student experiments with and evaluates the models created for utilizing artificial intelligence-based solutions in supporting sales success.
Assessment scale
0-5