Sales and Sales ManagementLaajuus (4 cr)
Code: LT00CW24
Objective
The student can apply the basics of sales work. The student can describe the role of sales in integrated marketing communications. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson. The student can analyze and plan sales work and sales management.
Content
- Basics of sales work, role of sales in marketing communications
- Qualities and practices of a good salesperson
- The phases of a sales process
- Social selling
- Areas of sales management
Assessment criteria, satisfactory (1)
The student has done the work and participated as instructed. The student can describe the role of sales in integrated marketing communications. The student can apply the basics of sales work. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.
Assessment criteria, good (3)
The student has done the work well and participated actively. The student can describe the role of sales in integrated marketing communications. The student can apply the basics of sales work to a good standard. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.
Assessment criteria, excellent (5)
The student has done the work to an excellent standard and participated actively and constructively. The student can describe the role of sales in integrated marketing communications. He/she can apply the basics of sales work to an excellent standard. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson. The student can plan sales management.
Materials
To be announced by the lecturer.
Enrollment
13.11.2023 - 06.01.2024
Timing
08.01.2024 - 18.02.2024
Credits
4 op
Teaching languages
- Finnish
Degree programmes
- Bachelor of Business Administration, Business Management
Teachers
- Kristiina Mutka-Vierula
Student groups
-
LITA22B
Objective
The student can apply the basics of sales work. The student can describe the role of sales in integrated marketing communications. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson. The student can analyze and plan sales work and sales management.
Content
- Basics of sales work, role of sales in marketing communications
- Qualities and practices of a good salesperson
- The phases of a sales process
- Social selling
- Areas of sales management
Materials
To be announced by the lecturer.
Mm. Hänti, Kairisto-Mertanen ja Kock: Oivaltava myyntityö. Asiakkaana organisaatio. Edita
Teaching methods
Lectures and excercises.
Student workload
Total work load of the course: about 106 h
- of which scheduled studies: 32 h
- of which autonomous studies: 74 h
Evaluation scale
1-5
Assessment criteria, satisfactory (1)
The student has done the work and participated as instructed. The student can describe the role of sales in integrated marketing communications. The student can apply the basics of sales work. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.
Assessment criteria, good (3)
The student has done the work well and participated actively. The student can describe the role of sales in integrated marketing communications. The student can apply the basics of sales work to a good standard. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.
Assessment criteria, excellent (5)
The student has done the work to an excellent standard and participated actively and constructively. The student can describe the role of sales in integrated marketing communications. He/she can apply the basics of sales work to an excellent standard. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson. The student can plan sales management.
Assessment methods and criteria
Excercises, exam and learning diary.
Enrollment
14.11.2022 - 31.12.2022
Timing
09.01.2023 - 17.02.2023
Credits
4 op
Teaching languages
- Finnish
Degree programmes
- Bachelor of Business Administration, Business Management
Teachers
- Kristiina Mutka-Vierula
Student groups
-
LITA21B
Objective
The student can apply the basics of sales work. The student can describe the role of sales in integrated marketing communications. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson. The student can analyze and plan sales work and sales management.
Content
- Basics of sales work, role of sales in marketing communications
- Qualities and practices of a good salesperson
- The phases of a sales process
- Social selling
- Areas of sales management
Materials
To be announced by the lecturer.
Mm. Hänti, Kairisto-Mertanen ja Kock: Oivaltava myyntityö. Asiakkaana organisaatio. Edita
Teaching methods
Lectures and excercises.
Student workload
Total work load of the course: about 106 h
- of which scheduled studies: 32 h
- of which autonomous studies: 74 h
Evaluation scale
1-5
Assessment criteria, satisfactory (1)
The student has done the work and participated as instructed. The student can describe the role of sales in integrated marketing communications. The student can apply the basics of sales work. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.
Assessment criteria, good (3)
The student has done the work well and participated actively. The student can describe the role of sales in integrated marketing communications. The student can apply the basics of sales work to a good standard. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.
Assessment criteria, excellent (5)
The student has done the work to an excellent standard and participated actively and constructively. The student can describe the role of sales in integrated marketing communications. He/she can apply the basics of sales work to an excellent standard. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson. The student can plan sales management.
Assessment methods and criteria
Excercises, exam and learning diary.