Sales Studies (15 ECTS)
Code: LX00BW99-3005
General information
- Enrollment
- 04.05.2020 - 09.08.2020
- Registration for the implementation has ended.
- Timing
- 24.08.2020 - 06.12.2020
- Implementation has ended.
- Number of ECTS credits allocated
- 15 ECTS
- Virtual portion
- 5 ECTS
- Mode of delivery
- On-campus and online
- Campus
- Leiritie 1
- Teaching languages
- Finnish
- Seats
- 20 - 35
- Degree programmes
- Economics and Business Administration
Learning outcomes
On completion of the course the student will be able to
- Plan and execute target oriented sales process
- Implement methods and tools to manage sales operations and
analyze results
- Use different negotiation strategies and tactics during the sales
process.
Content
- Strategic decision-making in solutions oriented sales
- Management of sales teams
- Measuring sales results
Prerequisites
Marketing 5 cr
Teaching methods
Interactive lecture
Workshops
Field assignments
Independent online studies
Learning materials and recommended literature
Lecture material
List of supporting books
Alternative completion methods of implementation
Ahot -näyttösuoriuksia
Assessment methods and criteria
Continuous assessment
Learning assignments
Project-based evaluation
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 concepts and models. 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 on some areas. Students are able to define the course concepts and models and are able to justify the analysis. The student is able to apply their 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)
Students have achieved the objectives of the course with excellent marks. Students master commendably the course subject area’s concepts and models. 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 leisure, study and work 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 concepts and models. The student understands the criteria and principles of the expertise development.