Sales management7.5 ECTS credits
The strategic importance of sales management in industrial marketing is described and discussed in the course, with a special focus on the differences between various goals, objectives, sales processes, roles, relations, contracts, instruments, and approaches in different sales situations. Discussions focus on central theories, concepts, methods, and models in sales management and how these are used both in research and in practice to describe, categorise, and analyse how companies manage and work with sales. There is an emphasis throughout the course on the significance of sales management for the value creation that takes place in the interaction between a company and its customers, and a special emphasis on ways in which the sales of a company develop when it moves from selling goods to offering services and solutions, and on ways in which legal and ethical factors can influence and be handled in different sales situations.
Progressive specialisation: G2F (has at least 60 credits in first‐cycle course/s as entry requirements)
Education level: Undergraduate level
Admission requirements: At least 60 ECTS credits in the Master of Science in Industrial Engineering and Management Programme (TACIE), including the courses IEGA06 Industrial Organisation (7.5 ECTS credits) and IEGA07 Industrial Management Accounting (7.5 ECTS credits), plus registration on the courses IEGA05 Industrial Marketing (7.5 ECTS credits) and IEGA09 Corporate Finance (7.5 ECTS credits), plus upper secondary level English 6, or equivalent
Selection is usually based on your grade point average from upper secondary school or the number of credit points from previous university studies, or both.
This course is included in the following programme
- Master Programme in Innovation and Service Development (studied during year 1)
- Master of Science in Industrial Engineering and Management (studied during year 4)