Leading Sales and Developing the Business of Customers (10 cr)
Code: 1800EB14-3003
General information
Enrolment period
09.06.2022 - 30.10.2022
Timing
01.08.2022 - 05.03.2023
Credits
10 op
RDI portion
8 op
Mode of delivery
Contact teaching
Unit
MD in Sales Management
Campus
TAMK Main Campus
Teaching languages
- Finnish
Seats
15 - 40
Degree programmes
- Degree Programme in Business Administration
Teachers
- Teppo Yrjönkoski
- Pia Hautamäki
Person in charge
Teppo Yrjönkoski
Groups
-
22YMYY
Objectives (course unit)
Students know how to lead sales in modern and complex business environments. Students also know how to measure sales operations in digital and global era. Students understand how the customers' change in buying influences to their decision making process. Sales management will be learnt from different aspects and with the help of guest lectures and literature. Students are able to lead and develop strategic sales management in different industries. One important target is to find own role as a sales professional, as a sales developer or as a sales leader. Course is for master level students.
Content (course unit)
Sales management in modern business environments
Change in customer behavior and its impact on sales management
Sales leadership as a tool to build value in co-creation with the customer
Strategic sales leader, roles and dissemination of change
Assessment scale
0-5