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SALES MANAGEMENT COURSES 2011-2013

For further details, contact Saara Julkunen

([email protected], p: 040-355 3365)

Myynnin johtamisen suppea sivuaine 30 op/Sales Management as minor, 30 ECT Valitse alla olevista, ei ennakkovaatimuksia/you can choose from the courses below, no prerequisites.

Myyntityö 6 op/Sales Work 6 ECT Työharjoittelu 6 op/Internship 6 ECT Export Sales 6 ECT (Savonia) Sales Camp 6 ECT (Savonia) Leading People in Sales 6 ECT Strategic Sales Management 6 ECT Current Issues in Sales 6 ECT

Other course in the area of sales or marketing, 6 ECT Laaja sivuaine, 30 op + 30 op(in Finnish)

Yllä olevista opintojaksoista 30 op ja kauppatieteiden perusopinnot 30 op

SPRING TERM 2011-2013

Myyntityö 6 op

(Sama kurssi kuin Sales Work 6 ECT, suomeksi) Kurssi alkaa 24.1.2011, ilmoittautuminen auki Weboodissa

Ei pakollista läsnäoloa. Luennot laitetaan osittain videoituna verkkoon, luentokalvot Moodleen. Pakollinen harjoitustyö ja tentti.

Tavoitteet:

Tiedolliset: Saat kokonaisnäkemyksen myyntityön moninaisuudesta erilaisissa yrityksissä ja liiketoiminnan ympäristöissä. Opit tunnistamaan myyntiin liittyvät toiminnot ja tiedät käytännön myyntityön osa-alueiden sisällöt.

Taidolliset: Saat valmiudet toimia käytännön myyntitehtävissä. Lisäksi osaat analysoida ja kehittää myyntityötä sekä myyntiin liittyviä toimintoja.

Sisältö: Myynnin näkökulma, myynnin ympäristö, myyntitekniikka, myynnin johtaminen, myynnin budjetointi ja arviointi.

Oppimateriaali: Jobber, D. & Lancaster, G. (2009). Selling and Sales Management 8th edition). Prentice Hall, Harlow. Muu kurssilla ilmoitettava materiaali.

Koulutusohjelma: Kauppatieteiden kandidaatti

Toteutustavat: Luento-opetus 28 t, Itsenäinen työskentely ja ryhmätyöskentely 134 t. Verkkotyöskentely 20 %.

Opetuskieli: Suomi

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Arvostelu:0-5

Opettaja:Saara Julkunen

Sales Camp, 6 ECT

First course during spring term 2011, course starts 14.1. (you can sign in for the course in Weboodi).

Project work with local companies, no exam. Some compulsory class meetings. Learning outcomes:

Knowledge related: You will be familiar with different kinds of sales planning and execution methods, tools and documents.

Skills related: You will have practical experience in sales operation management within a sales project of a company.

Content:Project work on sales operations and sales project management.

Learning material: Ingram & LaForge & Avila & Schwepker & Williams 2006, Sales management: analysis and decision making. Mason, OH, Thomson Business and Professional. 6th ed. Articles and other material specified by the teacher.

Degree Programme:Bachelor of Business and Management, Bachelor of Business Administration

Teaching / learning methods: Small group work 120 h, Independent study 32 h Teaching languages: English

Assessment:0 (Fail) - 5 (Excellent)

Further Information:The course is provided by Savonia University of Applied Sciences.

Teacher: Antti Iire, Savonia University of Applied Sciences

Export Sales, 6 ECT

First course during spring term 2011, course starts 21.3. (you can sign in for the course in Weboodi). No compulsory class meetings. Compusory exercise and exam.

Learning outcomes:

Knowledge related: You will learn how to evaluate the internationalization readiness and process of a company. You will know the operation modes in international business and understand the significance and local use of marketing and sales.

Skills related: You will learn to acknowledge international trade laws. You will also learn to plan the logistics and financing of international trade and evaluate the risks involved in international sales operations.

Content: Evaluation of a company’s international business readiness,

internationalization process, target market determination, market research, choice of operation modes and partners, marketing mix in international markets, international trade laws and contracts, modes of transport and Incoterms, customs procedures, payment methods, international trade finance and currency exchange rate risks, other risks in international trade

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Learning material: Grafers & Schlich 2006 Strategic export management. WSOY. Helsinki; Wall & Minocha & Rees 2010 International Business. Pearson. Harlow. 3rd Ed. (E-book available.) Articles and other material specified by the teacher.

Degree Programme:Bachelor of Business and Management, Bachelor of Business Administration

Teaching / learning methods: Lectures 12 h, Independent Study 150 h, Web-based learning 50 %.

Teaching languages: English Assessment:0 (Fail) - 5 (Excellent)

Further Information: The course is provided by Savonia University of Applied Sciences.

Teacher: Antti Iire, Savonia University of Applied Sciences

Current Issues in Sales 6 ECT

Will be arranged during spring and autumn terms. First courses during autumn term 2011 and spring term 2012. Essay course, 3-4 class meetings, no compulsory attendance.

Learning Outcomes

Knowledge related: You will deepen your research-based understanding of a specific and current topic within the field of sales management.

Skills related: You will develop your skills in doing a systematic literature search, developing a sound thesis statement, formulating research questions, and performing the art of argumentative academic writing.

Content:Writing a research-based extended essay which develops your expertise in one specific area of sales management research.

Learning Material: Articles and other material.

Teaching/Learning Methods:Small group work (16 h), Independent study (146 h) Additional Information on teaching/ learning methods:Students must attend small group work in class. The course will be arranged twice a year. Course size is max 30 students.

Teaching Languages:English Assessment:0 (Fail) - 5 (Excellent)

Further InformationLevel: Advanced studies. Teacher:Saara Julkunen

Leading People in Sales 6 ECT

First course during spring term 2012. Compulsory class meetings. Learning outcomes:

Knowledge related: You will learnthe key concepts of leadership as applied to the sales function. Also, you will understand the relationship between leadership, motivation and performance.

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Skills related:You will learn how to use various techniques to motivate and lead

individuals and teams in sales related work, andpractice your oral and written

communication and team working skills.

Content: Key aspects of leadership with specific application to sales. These include: leadership and leaders; recruiting and leading high-performing individuals and teams; diversity, job satisfaction, motivation and performance; sales culture and change management.

Learning material: Articles and other material specified by the teacher. Degree Programme:Master of Business and Management

Teaching/learning methods: Lectures 24h, Independent and group work 138 h. Web-based learning 20%.

Additional Information on teaching/ learning methods:The students must attend small group work in class. Course size is max 25 students.

Teaching languages: English Assessment:0 (Fail) - 5 (Excellent)

Further InformationLevel: Advanced studies. Teacher:Visiting professor

AUTUM TERM 2011-2012

Sales Work 6 ECT

(Same course as Myyntityö 6 op, in English)

First course during autumn term 2011.No compulsory class meetings. Video recorded lectures and Power Points in Moodle. Compulsory group work and exam (lectures and a book).

Learning outcomes:

Knowledge related: You will develop an extensive view of multifaceted sales work in different kinds of companies and environments. You will learn to identify sales operations and know the content of sales work.

Skills related: You will learn how to work in the practical sales work. You will also be able to analyze and develop sales work and sales related business operations.

Content:Sales perspective, sales environment, sales technique, sales management, sales control.

Learning material: Jobber, D. & Lancaster, G. (2009). Selling and Sales Management 8th edition). Prentice Hall, Harlow. Other materials specified by the teacher.

Degree Programme:Bachelor of Business and Management

Teaching / learning methods: Lectures 28 h, Independent and group work 134 h. Web-based learning 20%.

Teaching languages: English Assessment:0 (Fail) - 5 (Excellent)

Additional information:Written examination and exercises Teacher: Saara Julkunen

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Current Issues in Sales 6 ECT

First course during autumn term 2011. Essay course, 3-4 class meetings, no compulsory attendance.

Learning Outcomes

Knowledge related: You will deepen your research-based understanding of a specific and current topic within the field of sales management.

Skills related: You will develop your skills in doing a systematic literature search, developing a sound thesis statement, formulating research questions, and performing the art of argumentative academic writing.

Content:Writing a research-based extended essay which develops your expertise in one specific area of sales management research.

Learning Material: Articles and other material.

Teaching/Learning Methods:Small group work (16 h), Independent study (146 h) Additional Information on teaching/ learning methods:Students must attend small group work in class. The course will be arranged twice a year. Course size is max 30 students.

Teaching Languages:English Assessment:0 (Fail) - 5 (Excellent)

Further InformationLevel: Advanced studies. Teacher:Saara Julkunen

Strategic Sales Management 6 ECT

Compulsory presence. First course during autumn term 2011. Learning outcomes:

Knowledge related: You willdevelop your understanding of the content, role and value of sales management within the strategic context of the organization.

Skills related: You will learn to perform strategic thinking andcreate strategic sales visions and plans. You will develop an awareness of the challenges of strategy

implementation, and practice your oral and written communication and team working

skills.

Content:The strategic role of sales management in shareholder value, integrating marketing and sales,global/local approaches, managing cultural diversity; customer portfolio management and key account management.

Learning material: Articles and other material specified by the teacher. Degree Programme:Master of Business and Management

Teaching/learning methods: Lectures 24h, Independent and group work 136 h. Web-based learning 20 %.

Additional Information on teaching/ learning methods:The students must attend small group work in class. Course size is max 25 students.

Teaching languages: English Assessment:0 (Fail) - 5 (Excellent)

Further InformationLevel: Advanced studies. Teacher:Visiting professor

References

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