Study Guide

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,