HD2 Valgfrie kurser
Sales Governance
Kurset giver dig overblik over de forskellige begreber for salgsledelse og en forståelse for salgsledelsens rolle i en strategisk sammenhæng.
Start: Uge 33 2026
About the course
Hvilken rolle spiller salgsledelsen i virkeligheden?
Salgsopgaven er i dag kompleks og involverer flere funktioner både internt i virksomheden og i samspillet med kunderne. Salgsledelse handler derfor ikke kun om at lede salgsfunktionen, men om at sikre sammenhæng, styring og prioritering på tværs af organisationen.
Det er kernen i Sales Governance, et fag som er udviklet på baggrund af forskningsprojektet ”Morgendagens Salg”, der blev afsluttet i 2020..
På kurset får du et solidt overblik over centrale begreber og tilgange inden for salgsledelse og opnår en forståelse for, hvordan salgsledelse fungerer som en strategisk ledelsesdisciplin.
Du lærer blandt andet at skelne mellem operationelle, taktiske og strategiske beslutninger samt at skabe sammenhæng mellem kundernes købsprocesser, virksomhedens salgsprocesser og KPI’er.
See the full course description in the course catalogueDit udbytte
Kurset vil især have fokus på:
- Salgsledelse som en central ledelsesdisciplin
- Salgsledelse set i et (corporate) governance-perspektiv
- Forskellige tilgange til organisering og styring af salgsindsatsen
- Design og tilpasning af virksomhedens touchpoints baseret på kundernes oplevelser
- Hvordan effektiv salgsledelse skaber værdi for både virksomheden og kunderne
Facts
Læs om priser
Efterårssemester 2026
Tilmeldingsfrist: 6. august 2026
Undervisningen er mandage kl. 17:10-19:45 i uge 33-40.
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