Study Guide

Objective

Upon completion of the course students will understand the basics of goal-oriented sales management and will be able to design and carry out a goal-oriented sales process. The student will be able to apply different negotiation strategies and tactics in a sales negotiation. The student will be able to understand and be able to utilise marketing management tools in a sales team.

Content

- Solution-oriented sales
- Sales process
- Sales management
- Measuring sales performance
- Sales as a part of sustainable organisation

Location and time

According to the schedule

Teaching methods

Aktivoivat luennot

Employer connections

Toteutetaan yhdessä työelämän kanssa.

Evaluation scale

0-5

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.

Assessment criteria, approved/failed

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.

Prerequisites

Marketing or equivalent competences