Global Sales Management, 5 cr

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Date
    10.02.2020 - 30.04.2020
Last enrolment date
    12.01.2020
Location
    Online course
Prerequisites
    First Year Studies or Basic business studies.
Goal
    Student is aware and understands international aspects of selling and sales management. Student will also acquire basic understanding on how to deal with the specifics of sales strategies, key account management, sales forecasting and budgeting, and the role of selling in marketing. KU1: Able to employ theoretical and conceptual knowledge to identify and analyze business problems in global contexts.
Contents
    The core parts of the course include: Strategic planning in sales, Sales leadership, Analysing customers and markets, Designing and developing the sales force, Sales process management, Sales measurement, analysis, and knowledge management.
Accomplishment
    Video recorded lectures, video assignments, cases, quizzes and exam
Literature
    Title: Sales Management: International Edition

Authors: Jeff Tanner, Earl D. Honeycutt, Robert C. Erffmeyer
Publisher: Pearson Higher Education
Copyright: 2009
Published: 02 Dec 2008 for wider reading Title: Selling and Sales Management, 8/E

Authors: David Jobber,Geoffrey Lancaster
Publisher: Financial Times Press
Copyright: 2009
Published: 02 Apr 2009
Price
    75 €
Further Information
    avoinamk@jamk.fi

See the Timetable