Sales StudiesLaajuus (5 cr)

Course unit code: LD00GI05

General information

Credits: 5 cr

Objective

After completing the course, students will understand the importance of solution-based selling as part of business development. The student understands the basics of goal-oriented sales management and is able to plan a goal-oriented sales process. The student will understand and be able to use sales management tools in the sales team.

Content

- solution-based selling
- sales process
- sales management and performance measurement
- sales as part of a sustainable organisation

Qualifications

Marketing or equivalent competences

Assessment criteria, satisfactory (1)

The student has achieved the course objectives fairly. The student will be able to identify, define and use the course subject area’s concepts and models. The student understands the criteria and principles of the expertise development.

Assessment criteria, good (3)

The student has achieved the course objectives well, even though the knowledge and skills need improvement on some areas. The student is able to define the course concepts and models and are able to justify the analysis. The student is able to apply his/her knowledge in leisure, study and work situations. The student understands the importance of expertise in the field of business and is able to analyze his/her own expertise.

Assessment criteria, excellent (5)

The student has achieved the objectives of the course with excellent marks. The student masters commendably the course subject area’s concepts and models. The student is able to make justified and fluent analysis and to present concrete development measures. The student is well prepared to apply his/her knowledge in leisure, study and work situations. The student is able to analyze the business sector expertise and the development of his/her own expertise.