Study Guide

Objective

Students understand the flow of the selling process and can adapt it to the case taking into account both the seller's and sales management perspectives. Students learn practical selling skills.

Content

Project with
Customer need analysis
Negotiation skills
Presentation skills
Closing a sale
Developing selling process

Location and time

Spring term 2023

Teaching methods

project assignment
distance study, distance learning
interactive lecture

Employer connections

Project work in liaison with a company or other organization

Exam schedules

N/A

International connections

N/A

Completion alternatives

N/A

Student workload

Meetings with teacher and fellow students
Project work
Final presentation to teacher and fellow students
Total approx 130 hours, most of which is expected to be project work

Further information

This implementation of the course focuses primarily on Developing selling process.

Evaluation scale

0-5

Assessment criteria, satisfactory (1)

The student is be able to
* explain how the project is planned
* explain how the project is managed and how project tasks relate to each other
* describe and use the problem solving methods and information sources related to the subject
* solve the problem using the above methods
* describe the own work effort and results in the project and co-operate with the team
* plan the use of own resources and do own work tasks on time
* describe the work and results of the team
The project is finished and the results are reported according to instructions.

Assessment criteria, good (3)

In addition to the previous, the student is able to
* work as the project manager or active participant in the team as well as document and implement the plan according to goal
* produce good solutions
* work with the group and if needed re-organize own work
* describe the quality assurance principles and results of the work in the project
* present the plans and results of the project to stakeholders orally and in writing
The project reaches the set goals and the results are reported according to instructions and well.

Assessment criteria, excellent (5)

In addition to the previous, the student is able to
* plan and implement a large and versatile project
* produce very good and useful solutions
* prepares for the project work by getting knowledge from versatile information sources
* schedules the work beforehand
* plan and implement the quality assurance in the project
The project reaches the set goals very well and the results are reported according to instructions very well.

Assessment criteria, approved/failed

The student is be able to
* explain how the project is planned
* explain how the project is managed and how project tasks relate to each other
* describe and use the problem solving methods and information sources related to the subject
* solve the problem using the above methods
* describe the own work effort and results in the project and co-operate with the team
* plan the use of own resources and do own work tasks on time
* describe the work and results of the team
The project is finished and the results are reported according to instructions.

Assessment methods and criteria

Initial approval for the subject of project work
Project plan for the course (max 1 page)
Intermediate report - basic theories and methods
Final written report
Presentation of key results (10 minutes)
Oral exam (10 minutes)
Weekly hour report of the course

Course grade (0...5) is based on the written report. All other elements mandatory and graded pass/fail.

Prerequisites

Technical selling