Sales Process and Tools IB24SP (5 op)

Oppimateriaalit

The learning materials of the course include online materials in the learning environment, related articles, podcasts, videos, ebooks, websites).

Opiskelijan ajankäyttö ja kuormitus

The course is studied online in the Moodle learning environment. The study includes familiarization with materials, learning tasks, online material, cases. The course is assessed based on exam and report. The study period starts on 22.09.2025 and ends on 6.12.2025. You must register for the study course in Moodle no later than 24.10.2025 The course assignments must be returned/completed by 5.12.2025 at the latest. The course exam is online with deadline of 5.12.2025. The course includes online orientation session Session is recorded and can be viewed later. The course Moodle link: The Moodle key: The workload of the course is approximately 135 hours. (no mandatory contact hours). One online orientation session will be scheduled and recorded in the first week (39) of the course.

Opetusmenetelmät

This course on sales process and tools is designed to provide students with the knowledge and skills required to effectively manage the sales process and utilize different tools to enhance sales performance. After completing the course, the student is able to: - Understanding the Sales Process: Students will gain a thorough understanding of the sales process, including prospecting, qualifying leads, presenting products or services, handling objections, and closing deals. - Identifying Sales Strategies: Students will learn how to develop sales strategies that align with business goals and target market needs, such as identifying target customers, creating value propositions, and differentiating products or services. - Utilizing Sales Tools: Students will learn how to use different sales tools and technologies to improve sales efficiency and effectiveness, such as customer relationship management (CRM) software, sales automation tools, and analytics tools. - Managing Sales Pipelines: Students will learn how to manage sales pipelines, including forecasting sales, tracking sales progress, and identifying potential risks and challenges. - Building and Maintaining Customer Relationships: Students will learn how to build and maintain long-term customer relationships, including establishing trust, identifying customer needs, and delivering exceptional customer service. - Understanding Sales Metrics: Students will gain an understanding of key sales metrics, such as conversion rates, average deal size, and customer lifetime value, and how to use them to measure and improve sales performance. Content: - Introduction to Sales: Understanding the role of sales in business and the importance of effective sales management. - Sales Process: Understanding the sales process and its various stages, including prospecting, lead generation, qualification, presentation, negotiation, and closing. - Sales Tools: An overview of different sales tools and technologies, such as CRM software, sales automation tools, and analytics tools, and how to use them effectively. - Sales Metrics: Understanding key sales metrics, such as conversion rates, average deal size, and customer lifetime value, and how to use them to measure and improve sales performance. - Identifying customer needs, establishing trust, and providing exceptional customer service. - Sales Forecasting: Understanding sales forecasting and how to use it to set realistic sales goals and track progress. - Sales Team Management: How to develop and lead sales teams, including setting goals, providing training and coaching, and motivating sales staff. - Sales Strategy: Developing an effective sales strategy that aligns with business goals and target market needs. Method: 100% Online course with one voluntary orientation session

Arviointiasteikko

H-5