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Sales and Sales Management (4 cr)

Code: LT00CW50-3003

General information

Enrollment

11.11.2024 - 05.01.2025

Timing

07.01.2025 - 23.03.2025

Credits

4 op

Virtual proportion (cr)

4 op

Teaching languages

  • Finnish

Degree programmes

  • Bachelor of Business Administration, Business Management

Teachers

  • Miia Koski

Scheduling groups

  • Avoin AMK (Ei koske tutkinto-opiskelijaa) (Size: 10. Open UAS: 10.)

Student groups

  • MLITA23
    Bachelor of Business Administration, Business Management, Multimodal implementation

Education groups

  • Open UAS (Doesn't apply to degree student)

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.

Teaching methods

Course in an online course. It includes video-lessons and weekly exercises. Lesson videos are available in Moodle and its possible to watch them whenever it suits student best. In the end of the course there's online exam in Moodle.

Exam schedules

Online exam is open during weeks 11 and 12.

Student workload

Total student workload, 4 op = 108h.
- Getting familiar with the course and Moodle environment 4h
- Video-lessons and other teaching material online 40h
- Course exercises 16h
- Independent study 36h
- Getting prepared to the online exam 10h
- Online exam 2h

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

- Course exercises (Pass/Fail)
- Online exam (Grade 0 - 5)