| Degree Programme in Business Management 2008-2009 |
Study unit
00093 Effective Sales Management 10 CR |
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| The students will be able to |
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• assess the significance of sales and interaction in customer relationship management
• plan and manage sales operations aiming at profitable operations, using various distribution channels
• formulate sales and distribution channel strategies
• plan, develop and manage the sales process in an organisation’s various sales channels
• make budgets and internalise the principles of profitable sales
• manage sales situations
• manage interaction and know the principles of effective presentation and business customs
• take ethics and sales legislation into account in sales work
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| Content |
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• strategic planning and implementation of sales and distribution channels
• planning and monitoring of sales processes
• demand and sale forecasts
• annual, seasonal and campaign planning
• budgeting for sales activities
planning and organising a sales campaign
effective sales negotiations
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| Description |
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The competence gained in the study unit relates to analysing the profitability of customer relationships and sales. Students can plan, organise, monitor and develop the operation of various sales channels. They acquire skills in carrying out effective sales negotiations. The study unit also looks at planning and implementing a sales campaign.
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| Prerequisites |
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Main professional study units. |
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| Version |
3.0 |
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| Updated |
Jun 26 2006 |
