Sales management

The strategic importance of sales management in industrial marketing is described and discussed in the course. There course treats the value creation that takes place in the interaction between a company and its customers, with a special focus on the interplay and differences between goals, objectives, processes, relations, contracts, and approaches in sales management and how these are used both in research and in practice. There is also 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 105 ECTS credits completed in the Master programme in Industrial Engineering and Management (TACIE), and upper secondary level English 6, or equivalent

Selection: 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)