Sales Project (5 cr)

Code: LD00EH47-3003

General information

Enrollment: 06.05.2024 - 11.08.2024
Registration for the implementation has ended.

Timing: 26.08.2024 - 15.12.2024
Implementation has ended.

Number of ECTS credits allocated: 5 cr

Local portion: 5 cr

RDI portion: 4 cr

Unit: (2019-2024) School of Business

Campus: Leiritie 1

Teaching languages: Finnish

Seats: 20 - 35

Degree programmes: Economics and Business Administration

Teachers: Pia Väkiparta-Lehtonen

Teacher in charge: Anne Perkiö

Groups: LXD22S1
Liiketalouden tutkinto-ohjelma päivä

Course: LD00EH47

Implementation has 8 reservations. Total duration of reservations is 23 h 45 min.

Time	Topic	Location
Thu 24.10.2024 time 12:00 - 13:00 (1 h 0 min)	Myynnin projekti LD00EH47-3003	ZOOM
Thu 31.10.2024 time 12:00 - 16:00 (4 h 0 min)	Myynnin projekti LD00EH47-3003	Laurea Leppävaara, Luokka 195
Thu 07.11.2024 time 12:00 - 16:00 (4 h 0 min)	Myynnin projekti LD00EH47-3003	MMC345 Oppimistila
Thu 14.11.2024 time 12:30 - 16:00 (3 h 30 min)	Myynnin projekti LD00EH47-3003	Laurea Leppävaara, Luokka 253
Thu 21.11.2024 time 12:15 - 14:00 (1 h 45 min)	Myynnin projekti LD00EH47-3003	MMC345 Oppimistila
Thu 21.11.2024 time 14:00 - 15:30 (1 h 30 min)	Myynnin projekti LD00EH47-3003	MMC310 Oppimistila
Thu 28.11.2024 time 12:00 - 16:00 (4 h 0 min)	Myynnin projekti LD00EH47-3003	Laurea Leppävaara, Luokka 247
Thu 05.12.2024 time 12:00 - 16:00 (4 h 0 min)	Myynnin projekti LD00EH47-3003	Bookers Group Oy, Lintulahdenkuja 10, 00500 Helsinki

Changes to reservations may be possible.

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

Weeks 43, 45, 47 at Leiritie campus
weeks 44, 46, 48 ja 49 tbc

Materials

Webinars, other supporting material

Teaching methods

Lectures
Webinars
Learning diary
Group discussions

Completion alternatives

Ahot -näyttösuoritus tavoitteellisesta B2B ratkaisumyynnistä.

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.