Sales Course (Online) (5 cr)

Code: LD00EH46-3003

General information

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

Timing: 26.08.2024 - 20.12.2024
Implementation has ended.

Number of ECTS credits allocated: 5 cr

Local portion: 0 cr

Virtual portion: 5 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: LD00EH46

No reservations found for implementation LD00EH46-3003!

Objective

Upon completion of the course students will understand the sales process and its relevance to business-to-consumer and business-to-business sales. The student will be able to recognise different types of sellers and customers and their respective impact on sales work. The student will be able to recognise and understand elements, methods and practical tactics of interaction utilised in sales work

Content

- the sales process in B2C and B2B contexts
- foundations of sales psychology
- interaction in sales and practical communication tactics
- customer profiling and segmentation
- types of salespeople and customer typologies
- the role of personality in sales work

Location and time

To be finnished by 15.12.2024

Teaching methods

MOOC

Employer connections

Exam schedules

Completion alternatives

Further information

in Finnish

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.