Curricula

Objectives

The object of the course
Sales management responsibility includes various situations where you have to be able to coach your sales teams and also develop the operations by using different methods and techniques. This course will give you capabilities for sales management related responsibilities.

Course Competences
Ethics
Proactive development
Learning to learn
Operating in a workplace

The learning objectives of the course
Upon completion of this course you are able to plan, execute and follow-up the sales teams operations in the goal-directed and profitable way. You have also the ability to solve sales management related problems and challenges.

Content

Planning of sales teams operations
Recruitment, coaching and motivating the teams
Organizing the sales teams
Continuous development
Goal-directed and profitable sales management, steering and follow-up

Learning materials and recommended literature

Jobber, D. and Lancaster, G. 2015. (10th Edition) Selling and Sales Management, Pearson.
Alahuhta, M. 2015. Johtajuus, kirkas suunta ja ihmisten voima, Docendo
Whistman, J. 2016. The Sales Boss: The Real Secret of Hiring, Training and Managing a Sales Team, Wiley.
Journal of Personal Selling & Sales Management. International Journal of Academic research

Teaching methods

The course proceeds according to themes. The themes include the following steps that support the learning process:
1. Independent study of the materials / learning assignments and theories of the subject area prior to the workshops / expert lectures
2. Lectures/webinars related to the theme during which the learning assignments are discussed in an interactive manner.

Guidance will be available during the course as follows:
1. Upon commencement of the course, introduction to the content of learning assignments, instructions on how to work on the assignments and how to schedule them.
2. Upon commencement of each theme, an introduction to the theme and guidance on how to work on the learning assignments.
3. Guidance for the group assignment in workshops.
4. Assessment of own competence and peer feedback on the group assignment.
5. Written feedback on group assignments.
6. Guidance on the completion of the independent assignment both in workshops and via the online guidance forum.
7. Feedback on the independent/pair assignment orally in the workshop.
8. The grade for the course is based on the competencies shown in the learning assignments included as part of the course. The competence acquired in workshops will also be taken into account.

Exam dates and retake possibilities

No exam, the learning assignments during the course will be completed in accordance with the timetable given at the beginning of the course.

Alternative completion methods

Accreditation (replacement and inclusion)
Recognition of prior learning and experience acquired in other ways
More detailed instructions can be found from the Degree Regulations and the Study Guide

Student workload

Lectures 16 h
Virtual learning 56 h
Exercises 63 h

Content scheduling

1-4 smaller individual assignments and one larger research project in small groups are carried out during the course. The study period ends with the presentation of the results of completed case-assignment.

Further information for students

The course assessment methods include:
Assessment of competence and active contribution made in exercises.
Assessment of own competence related to the case-assignment.
The group’s peer assessment related to the case-assignment.

Evaluation scale

0-5

Evaluation criteria, satisfactory (1-2)

Adequate 1
You understand the main concepts, theories, and methods of sales management and you are able to describe the implementation with them. You address the topic from different points of view. You interpret the results and present development suggestions. You work in different problem solving situations independently and according to given instructions. You recognise your interaction skills and you are able work in a goal-oriented way in groups. You disclose and rationalise your perspectives. You take responsibility for your work. You can evaluate and recognise the objects of improvement in your own expertise in relation to sales management. Your reporting is illustrative but contains some illogicalities and shortcomings. Your text is unstructured and there repeatedly occur some language and style errors. There are some deficits complying with JAMK reporting instructions.

Satisfactory 2
You understand the main concepts, theories and methods of sales management and you are able to implement these in the rationalisation of your conclusions. You can present applicable solutions based on the results. You have the practical skills to survive known situations. You can co-operate responsibly in problem-solving situations. You can adapt and develop your interaction skills to different situations. You take responsibility for your peers work. You can evaluate and recognise the objects of improvement in your own expertise in relation to sales management. Your reporting is logical and illustrative but has some shortcomings. Your text is unstructured and there repeatedly occur some language and style errors. There are some deficits complying JAMK reporting instructions.

Evaluation criteria, good (3-4)

Good 3
You can analyse and categorise the main concepts and theories of sales management in your conclusions. You can combine different knowledge, skills and methods in problem solving situations. You can analyse and compare results and present an applicable solution based on them. You manage the practical skills you need to work independently. You show skills of solving problems related to this line of business. You can organise and take responsibility for your group’s work. You can argument your points of view in interaction. You can analyse and reason your expertise and improvement points in sales management. Your reporting is coherent, justifiable and illustrative. Your text is structured and there occurs occasional language and style errors. You follow JAMK reporting instructions.

Very good 4
You can evaluate, analyse and utilise the main concepts and theories of sales management in your conclusions. You can evaluate and explain the results and the process leading to them based on the set objectives. You show the ability to differentiate the relevant aspects and make a justifiable decision in multifunctional problems within this line of business. You can present applicable conclusions and development suggestions. You possess practical skills in which you apply the knowledge. You can organise the work of the community and take responsibility for the group tasks and problem solving. You are able to have reciprocal discussion aiming at overall understanding and strengthening co-operation between the participants. You take responsibility for the development of the group and the individuals in it. You can analyse your expertise in different sectors reflectively and show your improvement in regards to sales management. Your reporting is logical, analytical and professional. Your text is structured, fluent and mainly error-free. You follow JAMK reporting instructions.

Evaluation criteria, excellent (5)

Excellent 5
You can critically evaluate and utilise the main theories, concepts, research, methods and principles of sales management in your solutions. You can define and interpret the central concepts and theories in this line of business based on accurate knowledge and research publications. You can produce new points of view and make generalisations. You evaluate, analyse and compare the process, results and recommendations in relation to set objectives and criteria. You possess the practical skills to develop the operations. You lead in a goal-oriented way, by taking responsibility for the projects and tasks in complicated problem solving situations. You work in co-operation and produce new and creative solutions by anticipating changes in the operating environment. You take responsibility for the development of the group and the individuals in it. You are able to have reciprocal discussion aiming at overall understanding and strengthening co-operation between the participants. You reflect and develop your expertise in sales management critically, comprehensively and diversely. Your report cogently, presenting a logical and clear entity. You show critical thinking and your text is argumentative, insightful and almost error-free. You follow JAMK reporting instructions.

Prerequisites

Sales or B2B sales skills