Sales Management (5 cr)
Code: TU00DZ61-3004
General information
- Enrollment
-
06.05.2024 - 18.08.2024
Registration for the implementation has ended.
- Timing
-
21.10.2024 - 15.12.2024
Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- On-campus
- Unit
- (2019-2024) School of ICT
- Campus
- Karaportti 2
- Teaching languages
- Finnish
- Degree programmes
- Industrial Management
Implementation has 8 reservations. Total duration of reservations is 24 h 0 min.
| Time | Topic | Location |
|---|---|---|
|
Mon 21.10.2024 time 17:00 - 20:00 (3 h 0 min) |
Myynnin johtaminen TU00DZ61-3004 |
Online
|
|
Mon 28.10.2024 time 17:00 - 20:00 (3 h 0 min) |
Myynnin johtaminen TU00DZ61-3004 |
Online
|
|
Mon 04.11.2024 time 17:00 - 20:00 (3 h 0 min) |
Myynnin johtaminen TU00DZ61-3004 |
Online
|
|
Mon 11.11.2024 time 17:00 - 20:00 (3 h 0 min) |
Myynnin johtaminen TU00DZ61-3004 |
Online
|
|
Mon 18.11.2024 time 17:00 - 20:00 (3 h 0 min) |
Myynnin johtaminen TU00DZ61-3004 |
Online
|
|
Mon 25.11.2024 time 17:00 - 20:00 (3 h 0 min) |
Myynnin johtaminen TU00DZ61-3004 |
Online
|
|
Mon 02.12.2024 time 17:00 - 20:00 (3 h 0 min) |
Myynnin johtaminen TU00DZ61-3004 |
Online
|
|
Mon 09.12.2024 time 17:00 - 20:00 (3 h 0 min) |
Myynnin johtaminen TU00DZ61-3004 |
Online
|
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
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.
Qualifications
Marketing and sales of IT services, or equivalent