Curricula

Objective

The object of the course
You will learn how to manage sales, sales organization, and the people according the sales strategy efficiently.

Course Competences
Ethics: The student is able to take responsibility for their own actions and their consequences and reflects on them in accordance with the ethical principles and values of their field.
Proactive development: The student solves problem situations creatively and reforms operating methods together with others.
Sustainable development: The student is able to use information related to their field in finding, implementing and establishing sustainable solutions and operating models.
Learning to learn: The student assesses and develops their competence and learning methods in different learning environments.

The learning objectives of the course
You understand the purpose of selling and sales management for the company and for the society. You know the core concepts, methods and theories of selling. You can describe different kinds of selling processes models and you can resolve sales management related problems. You are able to plan, implement and monitor the company's profitable sales management with the help of the marketing. You demonstrate your ability to solve problems in the area of sales management.

Content

The course contents include the following themes: sales and customer management, sales force planning, recruitment, training and motivation, organizing the sales force, development-related factors, integration of the sales and marketing, successful sales performance management, including planning, organizing, controlling and developing the sales force.

Assessment criteria, satisfactory (1)

Sufficient 1
You differentiate between and classify key sales concepts. You understand the theory and methods of sales and sales management and describe the implementation with reference to them. You discuss the subject from different perspectives. You present principal results and development suggestions. You develop the organisation from the point of view of your work role. You take responsibility for your own work. You evaluate your competence and recognise your principal development target. You report illustratively, but the report contains certain illogicalities and shortcomings. You write unstructured text with numerous different repeated language and style errors.

Satisfactory 2
You apply a theory of sales that is delineated from the point of view of your topic. You select and define the key sales concepts. You find a solution to the problem and illustrate the results with examples. The examples exhibit understanding and independent thinking that is connected to theory. You are able to cooperate in a responsible manner in a problem-solving situation and take responsibility for a colleague’s work. You evaluate your own competence with the help of examples. You report in a logical and illustrative manner, but the report exhibits certain shortcomings. You write text that is partly unstructured and exhibits numerous different language and style errors.

Assessment criteria, good (3)

Good 3
You analyse essential and well-delineated theory and concepts of sales and sales management and justify their choice. You demonstrate an ability to follow and analyse the development and/or research in the sales and sales management area of expertise. You lead or plan a research, development or innovation project in which you apply new methods. You develop the operations of the organisation by finding an alternative solution. You combine theory and practice. You evaluate and substantiate your own competence and are capable of developing it. You report in a logical and illustrative manner, substantiating the points you make. You write structured text with occasional language and style errors.

Very good 4
You outline a coherent whole of the key theory and concepts of sales and sales management, which you reflect upon critically. You analyse, follow and discuss the development of, and international research in, the sales area of expertise. You lead or plan a research, development or innovation project in which you resolve a practical problem. You assess the process and the outcome by mirroring them against usability and theory. You reflect your competence and development. You report in a logical, analytical and competent manner. You write structured text in fluent and almost error-free formal style.

Assessment criteria, excellent (5)

Excellent 5
You produce new perspectives or knowledge on sales and sales management. You assess and interpret critically the development of professional fields and international research knowledge on sales. You reflect upon the matter at the societal level. You define the key concepts related to special competence in sales in relation to one other. You show development responsibility for increasing new knowledge and practices in your own professional field and for goal-oriented learning in your own organisation. You lead a research, development or innovation project in which you produce and analyse new knowledge and revise operating practices in the changing operating environment of your field. You assess, analyse, compare and substantiate the process, its outcome and its action proposals that are linked to the set objectives and criteria. You assess the development of your competence critically, comprehensively and in a diverse way. You report convincingly, presenting a logically coherent whole in which you combine things in a new way. You demonstrate critical thinking. You write in an argumentative, insightful and error-free formal style.