Sales management

The strategic importance of sales management is described and discussed in the course, as well as the goals, objectives, techniques, and processes of sales managament. There is a 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. Examples of topics covered are common sales strategies, techniques, and processes, as well as legal and ethical concerns relevant for different types of sales/customer relations, such as for instance relations based on transactions, consulting, and co-creation. There is particular emphasis on the significance of sales management for the turnover and customer relations of a company, and how sales management can contribute to value creation in the interaction between a company and its customers.

Progressive specialisation: A1N (has only first‐cycle course/s as entry requirements)

Education level: Master's level

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.