Study Guide

Objectives (course unit)

During the course students learn about sales management and sales support systems.

After completing the course the students
- know how to apply HR management tools and methods to managing a sales organization
- know the expectations, requirements and responsibilities associated with sales management
- know how to identify and solve challenging management situations and coach a sales team
- can take into account the importance of holistic customer relationship management
- can manage customer relationships using appropriate tools and utilize CRM systems.

Content (course unit)

What is the Sales Manager's job and what are its special challenges?
What tools and systems are used to manage sales and customer relationships?

Prerequisites (course unit)

2nd year courses or equivalent knowledge.

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

The student recognizes the fields related to sales leadership and is able to name systems supporting sales work. They are familiar with the methods of HR management and sales organization management.

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

The student understands the basics of sales leadership. They can work according to instructions in situations related to the management of a sales organization and to take advantage of systems and tools that support sales work.

Assessment criteria, excellent (5) (course unit)

The student understands the fields of sales management and can apply them in practical work. They can manage a sales organization and customer relationships using different methods and tools. The student is able to identify and solve challenging management situations and to coach a sales team.

Assessment scale

0-5