Sales Management (5 cr)
Code: TU00DZ61-3002
General information
Enrollment
02.05.2022 - 21.08.2022
Timing
24.10.2022 - 16.12.2022
Number of ECTS credits allocated
5 op
Virtual portion
4 op
Mode of delivery
20 % Contact teaching, 80 % Distance learning
Unit
School of ICT
Campus
Karaportti 2
Teaching languages
- Finnish
Degree programmes
- Industrial Management
Teachers
- Tapani Martti
Groups
-
TXQ21S2Tuotantotalouden tutkinto-ohjelma monimuoto
Objective
Learn to apply knowledge related to sales and marketing in business to business relationships.
Content
• Need and problem identification in B2B sales
• Presentation and demonstration techniques
• Negotiating successfully
• Techniques for dealing with objections
• Closing techniques
• Key account management
• Sales Channel Management, including on-line sales
Location and time
24 Oct ... 18 Dec 2022
Materials
Hänti, S. 2021. Asiakkaista ansaintaan: Asiakaskeskeinen liiketoimintamalli. Helsinki: Alma Talent.
Hallavo, J. 2013. Verkkokaupan rautaisannos. Helsinki: Talentum.
Bergström, S. & Leppänen, A. 2021. Yrityksen asiakasmarkkinointi. 19., uudistettu painos. Helsinki: Edita.
Asiakkuudet. Bonnier Pro e-library
Lecture presentation material
Teaching methods
interactive lecture
distance study, distance learning
self study
guided assignments
learning journal
Employer connections
N/A
Exam schedules
N/A
International connections
N/A
Completion alternatives
N/A
Student workload
approx 130 hours
Evaluation scale
0-5
Assessment criteria, satisfactory (1)
Students have achieved the course objectives fairly. Students will be able to identify, define and use the course subject area’s central concepts, models and is able to utilize the most common tools. The student understands the criteria and principles of the expertise development.
Assessment criteria, good (3)
Students have achieved the course objectives well, even though the knowledge and skills need improvement in some areas. Students know the course concepts and models well and are able to justify their decisions. The students are able to apply their knowledge in new situations. The student understands the importance of expertise in the field of business and is able to analyze his/her own expertise and areas requiring further development.
Assessment criteria, excellent (5)
Students have achieved the objectives of the course with excellent marks. Students master commendably the course subject area’s concepts, models and tools. Students are able to make justified and fluent analysis and to present concrete development measures. The students are well prepared to apply their knowledge in new situations. Students are able to analyze the business sector expertise and the evolvement of their own expertise.
Assessment criteria, approved/failed
Students have achieved the course objectives fairly. Students will be able to identify, define and use the course subject area’s central concepts, models and is able to utilize the most common tools. The student understands the criteria and principles of the expertise development.
Assessment methods and criteria
Reports (3), total weight 75 %
Learning journal, weight 10 %
Attending reflective practices, weight 15 %
The assessment criteria of the course will be applied to each assignment. Grade will be determined based on the sum of points gained by individual assignments.
40 % -> 1, 50 % -> 2, 60 % -> 3, 70 % -> 4, 80 % -> 5
Prerequisites
Marketing and sales of IT services, or equivalent