Sales Management

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  • Gives skills to understand the B2B sales process
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Target Group

  • The training is suitable for anyone interested in the basics of sales
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Learning objectives

After completing the course, the student

  • Understands the role of selling in the process of creating long-term customer value in relationships
  • Understand multichannel usage as part of the sales process
  • Knows the sales management process step by step
  • Is aware of the methods associated with leading a sales-team


  • Quantitative approaches
  • Definitions and perspectives of personal selling
  • Relationship marketing and personal sellling
  • Value-based selling
  • Psyhology of selling
  • Communication for relationship building
  • Sales knowledge
  • Relationship selling process
  • Managing yourself, your career and others

Teaching Mode and Methods

Lectures, project work, cases. Online teaching.

Study Material

  • Futrell, C (2014): Fundamentals of Selling, McGraw-Hill
  • Other material provided by the lecture


Numerical (0-5).

Schedule and Location

This course includes two different study group: one of them will be located on Tuesday, Wednesday and Thursday evenings at 16-20 o’clock (possibly also on Saturday) and another group will be on Friday between 12-20 timespan and Saturday between 8-16 timespan.

Further Information

Heidi Skjäl


Liiketalous | Liiketalous

heidi.skjä | +358 207 663 616

Timo Malin


Liiketalous | Liiketalous | +358 207 663 510