Sales Management (5cr)

Objectives (course unit)

The aim of the course is to understand the role of sales management
as a tool to accelerate growth in a company. The student understands the strategic role of sales
functions, compare the skills required for sales management and is familiar with the newest
theories and best practices on sales management. After completing the course the student has
learnt how to build a sales organization of the future and the important elements of leading the change.

Content (course unit)

Student knows how to manage and lead sales to accelerate growth in a company. The student understands the strategic role of sales functions, compare the skills required for sales management and is familiar with the newest theories and best practices on sales management. After completing the course the student has learnt how to build a sales organization of the future and the important elements of leading the change.

Assessment criteria, satisfactory (1-2) (course unit)

The student knows important elements of sales management. The student is aware of strategic
options in a sales company. The student knows certain sales managerial tasks and is familiar with
the sales management activities in certain industries. The student meets the minimum course
objectives. The student participates in most contact lessons. The student completes the course assignments on a satisfactory level and the student's performance indicates that he/she is fulfilling the minimum requirements set in the curriculum of the course.

Assessment criteria, good (3-4) (course unit)

The student knows important elements of sales management. The student is aware of different
strategic options and decisions in a sales company. The student has practiced on a good way the
certain sales managerial tasks and is able to develop the sales management activities in certain
industries. The student meets the course objectives and participates in contact lessons. The student
completes the course assignments and the student's performance indicates that he/she is fulfilling
most of the requirements set in the curriculum of the course.

Assessment criteria, excellent (5) (course unit)

The student is highly competent in sales management activities and is able to analyse needed
changes in different settings. The student possesses comprehensive understanding of different
strategic options to manage sales. The student compares skills to manage successful sales
organization. The student has practiced on an excellent way the certain sales managerial tasks and
is able to develop the sales management activities in different industries. The student meets the
course objectives and participates in contact lessons. The student completes the course
assignments on a distinguished level. The student's performance indicates that he/she is
outstandingly fulfilling all the requirements set in the curriculum of the course.

Assessment criteria, pass/fail (course unit)

The student is not attending to the lectures and do not finish assignments.

Assessment scale

0-5

Teaching methods

The aim of the course is to understand the role of sales management
as a tool to accelerate growth in a company. The student understands the strategic role of sales
functions, compare the skills required for sales management and is familiar with the newest
theories and best practices on sales management. After completing the course the student has
learnt how to build a sales organization of the future and the important elements of leading the change.

Assessment criteria - fail (0) (Not in use, Look at the Assessment criteria above)

The student is not attending to the lectures and do not finish assignments.

Assessment criteria - satisfactory (1-2) (Not in use, Look at the Assessment criteria above)

The student knows important elements of sales management. The student is aware of strategic
options in a sales company. The student knows certain sales managerial tasks and is familiar with
the sales management activities in certain industries. The student meets the minimum course
objectives. The student participates in most contact lessons. The student completes the course assignments on a satisfactory level and the student's performance indicates that he/she is fulfilling the minimum requirements set in the curriculum of the course.

Assessment criteria - good (3-4) (Not in use, Look at the Assessment criteria above)

The student knows important elements of sales management. The student is aware of different
strategic options and decisions in a sales company. The student has practiced on a good way the
certain sales managerial tasks and is able to develop the sales management activities in certain
industries. The student meets the course objectives and participates in contact lessons. The student
completes the course assignments and the student's performance indicates that he/she is fulfilling
most of the requirements set in the curriculum of the course.

Assessment criteria - excellent (5) (Not in use, Look at the Assessment criteria above)

The student is highly competent in sales management activities and is able to analyse needed
changes in different settings. The student possesses comprehensive understanding of different
strategic options to manage sales. The student compares skills to manage successful sales
organization. The student has practiced on an excellent way the certain sales managerial tasks and
is able to develop the sales management activities in different industries. The student meets the
course objectives and participates in contact lessons. The student completes the course
assignments on a distinguished level. The student's performance indicates that he/she is
outstandingly fulfilling all the requirements set in the curriculum of the course.