International Sales

Management

Welcome!
Anu Nieminen
15.01.2024

1
Objectives of this
Session

• Networking! Let’s get to

know eachother a bit
• Introduction to the course
• Schedule
• Assignments
• Assesment Criteria
• Lauri Ruhala CEO of
Salesframe: Introduction
to the Case-Company
Salesframe
2
Introductions

3
B2B Management Executive
B2B BUSINESS DEVELOPMENT STRATEGIST KNOWN FOR COMMERCIAL SKILLS AND ORGANIZATIONAL ACUMEN

Haaga-Helia University of Applied Sciences 2019 -

Thomson Reuters / Refinitiv 2007 - 2018
11 years in customer facing roles in NYC, Singapore and London
• Head of Strategic Partnerships, Americas
- Leading a team with focus on long term partnership strategies
- Remit expanding across inbound and outbound partnership business
• Head of Portal and Online Partnerships / Partnership Director
- Sales team leader, 180 accounts, sales targets in millions
• Business Development Manager
- Managing various strategic accounts

IBM Ireland: Sales Executive 2007

Helsinki University of Technology: Researcher 2006
Eduhouse and Valmennuskeskus: Lecturer 2006-2008

Education: Master of Science in Economics and Business Administration

Master’s in International Management
Master of Science in Ecology

Hobbies/interests: Two energetic boys, Aatos 10 y/o and Konstikas 6 y/o, building cities out of blocks and molding wild animals
out of playdough

4
Welcome!

• Tell us a bit about

yourself, who are you?
• What are your
expectations for the
course?
• What is your
experience in sales,
have you carried sales
roles in the past?

5
Introduction to Sales Management

6
How do you define
sales management?

What does sales

management entail?
 Sales management
(ref. Cron & DeCarlo Sales management)

 Is defined as planning, organizing, leading and controlling of personal

contact programs designed to achieve the sales and profit objectives
of the firm.

 Two primary responsibilities of a sales manager

1. Achieve the firm’s goals for the current planning period.
2. Develop the people reporting to them
Areas of Sales Management
• Targets • Recruitment
• Strategy • Areas of
• Forecasting responsibility
• Budgets • Customer
Success Teams

Planning Organizing

Leading Monitoring

• Compensation • Qualitative and

• Training quantitative
• Coaching results
• Motivation • Manageing with
Data
Course Info

10
Links to Earlier Courses
Customer Basics of Sales
Experience
and Sales
People Management
Leading
and B2B Sales B2B Sales and B2B Markets
Managing Skills
People
International
Sales
Market Research Mngmt
Expanding CRM and
to Foreign ERP for Sales Mngmt Tools
Markets Sales

Growth and
Competitive
Strategies
Strategy Management / Strategy Tools

11
 Assessment Criteria
Assignments
1. Attendance and active participation in class: weight 10% (0-10/100 points)
 Note that if you attend all sessions you can collect in total 14 points - meaning 4 extra point!

2. HubSpot Certificates on Sales: weight 10% (0-10/100 points)

3. Problem Based Learning, notes and theme discussions: weight 45% (0-45/100 points)
4. Group assignment: weight 35% (0-40/100 points)
 Case Company Salesframe

Optional BONUS assignments: HubSpot Sales Certificate (2 extra points) / SAS Skillbilder: Data Literacy Essentials (3
extra points) / SAS Skillbilder: Data Literacy in Practice (3 extra points)
Assessment
Via the assignments you collect points. The grading is defined based on the following table.
90-100 points 5
80-89 points 4
70-79 points None of the assignments are mandatory – if you collect enough points, you pass the course
3
60-69 points 2
50-59 points 1

12
Schedule
SUBJECTY TO CHANGES - THANK YOU FOR YOUR UNDERSTANDING!

Week Day Location Topic Deadlines Group Assignment

1 15.01. 1003 Introduction to the Course and Defining Sales Management Mandatory attendance to reserve your spot in this class Part 1: Market
Guest Speaker: CEO Lauri Ruhala from Salesframe (our case-company) Be present for the Guest Speaker session (2 points) Strategy
2 22.01. 1003 Guest Speaker: Professor of Marketing David Duncombe from University of Be present for the Guest Speaker session (2 points)
Wisconsin will talk to us about Market Research
Sales Strategy: The Big Picture
3 29.01. 1003 Guest Speaker: Key Account Manager Nina O'Shea from Alma Media Be present for the Guest Speaker session (2 points)
Tutorial 1: The Big Picture Study Notes for the Tutorial (10 points) + tutorial discussion (5 points)
4 05.02. 1003 Guest Speaker: Fuxin Jiao-Kiuru, Business Director, Asia & Europe at Immersal Be present for the Guest Speaker session (2 points) Part 2-3: Sales
Sales Planning & Monitoring: Setting up the Sales Function, Key Account Mngmt, Organization &
Sales Channels, Monitoring Monitoring
5 12.02. 1003 Sales Leadership, Guest Speaker: Kai Kuokkanen, SOK, Department Store Be present for the Guest Speaker session (2 points)
Manager
Tutorial 2: Sales Planning Study Notes for the Tutorial (10 points) + tutorial discussion (5 points)
19.02. Winter Holiday Week - Enjoy! Part 4: Leadership

6 26.02. 1003 Sales Monitoring: Guest Speaker, SAS, Juha Jokinen, Senior Global Academic Be present for the Guest Speaker session (2 points)
Manager, presentation
Tutorial 3: Sales Leadership Study Notes for the Tutorial (10 points) + tutorial discussion (5 points).
7 04.03. 1003 Sales Monitoring: Guest Speaker, SAS, Juha Jokinen, exercise Be present for the Guest Speaker session (2 points)
Project work session HubSpot Certificate: Sales Management Certification (10 points)

8 11.03. 1003 Group Presentations Group Assignment (35 points)

Extra BONUS HubSpot Certification (2points) / SAS Skill Builder Courses
(max 6 points)

13
Attendance and Active Participation:
10 points + 4 BONUS point opportunity
Attendance and active participation counts towards the grading of this course. The weight in total is 10/100
points.
Please note that if you attend all sessions you can collect 14 points in total, meaning that there is 4 extra point
built into the structure to allow you to compensate for potential absence for whatever reason.
You collect 2 points from each company guest speaker session. Our company guest speakers spring 2024:
• 15.01.2024: CEO Lauri Ruhala from Salesframe (our case-company)
• 22.01.2024: Professor of Marketing David Duncombe from University of Wisconsin will talk to us about Market
Research
• 29.01.2024: Key Account Manager Alma Media Nina O'Shea, insights into International Sales Mngmt in practice
• 05.02.2024: Fuxin Jiao-Kiuru, Business Director, Asia & Europe at Immersal, insights into international Sales
Mngmt in practice
• 12.02.2024: Department Store Director HOK-Elanto Kai Kakkonen, Insights into sales leadership in practice
• 21.02.2024: Sr Global Academic Program Manager at SAS Juha Jokinen, part 1, sales monitoring & AI
• 04.03.2024: Sr Global Academic Program Manager at SAS Juha Jokinen, part 2, sales monitoring & AI

14
 Sales Mngmt Certificate(s) / Online
Learning: 10 points + 8 BONUS point
opportunity
As part of the coursework, you will study Sales Management through one of the prevalent CRM-systems, HubSpot, and
their HubSpot Academy. This exercise is worth in total 10 points. In order to collect these points, please complete the
following HubSpot certification::
Sales Management Certification (estimated time required 4h 29min): 10 points

In case you need to skip some of our joint sessions for whatever reason, or you are not able to attend a tutorial
discussion, or grade for this course just is important to you, you can collect extra points by completing additional
certifications / courses. There are three bonus assignments:
• HubSpot Sales Certificate (2 extra points)
• SAS Skillbilder: Data Literacy Essentials (3 extra points)
• SAS Skillbilder: Data Literacy in Practice (3 extra points)

15
Tutorials: 45 Points

• We will conduct three tutorials during the course​. Tutorials consist of:
 Prework: Studying the topics of the tutorial & drafting notes
 Tutorial discussion

• The learning objectives will be given to you​

• The tutorials are worth 45 points altogether, 15 points per tutorial.​

 The tutorial notes are worth 10 points each and ​
 Your participation in the tutorial discussion 5 points each​

16
Group Assignment – Theory into Practice:
35 Points

• As a group assignment you will conduct research and define sales strategy for
Salesframe
• The exercise consists of a 15-20 page report and a 10-15 slide
• The assignment is worth 35 points in total. presentation

17
 BLENDED Evening Implementation
• We meet once a week on Monday evenings
• Advanced level course
• The course includes individual work and group work

Outside class
• Study the topics: Course literature
• Process the topics: Tutorial notes, group work, certification(s)
In class:
• Guest speakers: Information in context
• Tutorial discussions: Theory into practice

As a BLENDED implementation, the course requires proactive approach to studying and time
dedicated outside of the class room to work on assignments

18
Questions?

Thank You!

19