Sales and Sales ManagementLaajuus (4 cr)
Code: LT00CW50
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
- The phases of a sales process
- Qualities and practices of a good salesperson
- Sales management
- Social selling
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 and participated actively. 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, excellent (5)
The student has done the work thoroughly 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 - 01.01.2024
Timing
08.01.2024 - 07.04.2024
Credits
4 op
Virtual proportion (cr)
4 op
Teaching languages
- Finnish
Degree programmes
- Bachelor of Business Administration, Business Management
Teachers
- Miia Koski
Student groups
-
MLITA22
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
- The phases of a sales process
- Qualities and practices of a good salesperson
- Sales management
- Social selling
Materials
To be announced by the lecturer.
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 and participated actively. 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, excellent (5)
The student has done the work thoroughly 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.
Enrollment
14.11.2022 - 03.03.2023
Timing
14.03.2023 - 16.04.2023
Credits
4 op
Teaching languages
- Finnish
Degree programmes
- Bachelor of Business Administration, Business Management
Teachers
- Kristiina Mutka-Vierula
Student groups
-
TUOTA22Industrial Management
-
MLITA21
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
- The phases of a sales process
- Qualities and practices of a good salesperson
- Sales management
- Social selling
Materials
To be announced by the lecturer.
For example 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 and participated actively. 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, excellent (5)
The student has done the work thoroughly 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
Exercises, exam and learning diary,