Opintojakson tiedot

Näytä opetus ja tentit
721434S Selling and Sales Management, 6 op 
Tunniste 721434S  Voimassaolo 01.08.2014 -
Nimi Selling and Sales Management  Lyhenne Selling and Sal 
Laajuus6 op   
OpiskelumuotoSyventävät opinnot Oppiaine6313 Markkinointi 
  Arvostelu1 - 5, hyv, hyl 
Vastuuyksikkö Oulun yliopiston kauppakorkeakoulu 

Sakari Nikkilä 


6 credits




Period 2 (year 1)


Upon completion this course, students are able to raise the appreciation of topic of sales as a profession and academic field. Students are able to formulate a coherent view on central concepts of sales management/leadership and personal selling. Students are able to prepare to recruit, motivate, evaluate and supervise the sales force. In addition, students are able to plan sales, explain the dynamics of actual sales work and analytically evaluate and solve sales-related issues. Students are also able to design, execute and evaluate a small-scale research on selling and/or sales management/leadership. Students are also able to express their ideas analytically and effectively both in written and oral form.


The influence of company and product/service strategies on sales management and vice versa; planning, managing, leading and organizing for sales; interaction at the customer interface; and central research methods in selling and sales management.


Face-to-face teaching


Lectures and guided exercises (36 h), group assignment (50 h), reading the course material and literature and conducting an individual assignment (74 h)


Master’s level students in marketing and management and international business

Yhteydet muihin opintojaksoihin 

The course is an independent entity and does not require additional studies carried out at the same time.


Article collection AND Hair et al. (2010) Sales Management. Building Customer Relationships and Partnerships AND Jobber & Lancaster (2012) Selling and Sales Management. Selected sections of the books to be announced at the beginning of the course.

Suoritustavat ja arviointikriteerit 

Group assignment 30% and individual assignment 70 % of the final grade. The assessment of the course unit is based on the learning outcomes of the course unit.


The course utilizes a numerical grading scale 1-5. In the numerical scale zero stands for a fail.


Dr. Mari Juntunen


Visiting industry experts with real-life case problems explaining theoretical aspects and models. Sales practices involving actual business cases. Observation of actual sales situations and/or interviews with managers. Group work skills.


The number of students is limited.


Meneillään oleva ja tuleva opetus
Toiminnot Nimi Tyyppi op Opettaja Aikataulu
Ilmoittautumiseen Selling and Sales Management  Opintojakso  Sakari Nikkilä  02.11.21 -23.12.21

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