Study Guide

Objective

On completion of the course, the student
• understands the role of selling in a company's business, and how selling adds value to the company and its customers
• understands the linkage between selling process and customer's decision making process
• knows the goals, methods, and procedures of selling concept and systematic selling, and the relationship between selling and marketing
• knows the influence of an international context to the selling process
• understands the idea of modern value-based selling and customer relationship management
• has basic negotiation and presentation skills
• has an overall view to technologies and IT-applications used in professional selling context.

Content

• Why selling is important as a competence area
• B2B and technical selling (in international context)
• Understanding customer needs and influencing on customer perceptions
• Customer's decision making processes
• Selling concept, sales process and the linkage to marketing and implementation
• Management of customer relationship
• The mainstream technologies and ICT applications in modern selling business
• Building up identity as a professional salesperson

Evaluation scale

Hyväksytty/Hylätty

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 capable in applying their knowledge in new situations. The student understands the importance of expertise in the field of business and is able to analyse 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 capable in making justified and fluent analysis and to present concrete development measures. The students are well prepared to apply their knowledge in new situations. Students are mature to analyse the business sector expertise and the evolvement of their own expertise in selling.

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.

Prerequisites

Marketing and business economics 5 ECTS or equivalent skills