Content, progress and pedagogy of the module

Content: The main purpose of firms is to satisfy the customer and create customer value. In Sales management the objective is to help customers conduct exchange activities that are valuable for them. This module covers various contents revolving around finding customers, managing sales processes and enabling management systems.

Progress: After completing this course, we expect the students to have an in-depth understanding of sales management, including for example how organizations can enable customer value through sales processes, and how it relates to sales management. We expect students to become knowledgeable in the covered contents as well as skilled in rigor thinking when applying the theoretical concepts and theories to real-world situations.

Pedagogy: Participants learn through in-class lectures, discussions, and case-studies. During this module, students will explore key questions, such as: Why is sales mportant to achieve competitive advantage and why are some firms better at doing so than others? How do companies structure manage and measure sales performance?

Learning objectives

Knowledge

The objective is that the student after the module possesses the necessary knowledge on:

• Theories and concepts related to sales management and the role of sales management in marketing.
• How companies build salesforces  that foster or constrain a firm’s ability to excel in its marketing efforts.
• Methodological approaches to exploring analyzing and evaluating sales efforts.
• Sales management elements of the organization.

Skills

The objective is that the student after the module possesses the necessary skills in:

• Defining, conceptualizing, and explaining how customer value relates to sales management.
• Identifying central theoretical and practical problems within  sales management.
• Selecting and applying relevant methods to measure sales performance and arguing scientifically, practically, and contextually for the potentials and limitations of these methods.
• Making decisions about sales management and how to plan and implement sales strategies.

Competences

The objective is that the student after the module possesses the necessary competences in:

• Analyzing and evaluating a firm’s sales management efforts by applying relevant concepts and theories from the course.
• Linking sales management and company performance.

Type of instruction

For information see § 17.

Exam

Exams